As Gina works to bring you a new revamped Women Your Mother Warned You About, we are airing some of our favorite episodes from the past. Enjoy! So you finally got the big gig, you reached that long-time goal – and then the doubts and second-guessing start to creep in and wonder if you can pull it off. You are feeling the imposter syndrome.  Rachel and Gina have both felt this, and they are here to help you through it. They talk about where this feeling comes from and just how ingrained it can be. They tell about their experiences of feeling like a small fish in a big pond. But most importantly, they let you know how to get in the right mindset to know that you are just where you are supposed to be.  More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother

Today Gina welcomes the one and only Liz Wendling to discuss the importance of both serving and selling in the sales process. They debunk the outdated mantra of "serve, don't sell" and emphasize the need for a balanced approach. Liz shares insights on how over-serving can actually hinder business growth and explains the importance of solving problems and making recommendations. They also touch on the pitfalls of generic sales tactics and the need for personalized, relevant messaging. Tune in to learn how to strike the right balance between serving and selling in your business. Key Takeaways:  ·         Serving and selling should be thought of as an interconnected, inseparable pair, much like inhaling and exhaling, essential for sustaining business life. ·         Overemphasis on serving, without the balance of selling, can create a detrimental energy that diminishes one's professional credibility and value. ·         "Know, like and trust" is no longer sufficient on its own; today's sales strategies must also focus on relevance and the ability to solve customers' problems. ·         Clear, transparent communication that outlines the intent to serve and potentially sell is key to establishing a trustworthy relationship with clients. ·         Adapting one's sales approach to align with personal authenticity and customer needs is crucial for effective and enjoyable transactions. Notable Quotes: ·         "Serving and selling are interconnected aspects of the sales process. They go hand in hand, and doing one without the other is just wrong." - Liz Wendling ·         "Selling today is not sleazy when you do it in a way that not only aligns with you but how it aligns with the way the world makes decisions today." - Liz Wendling ·         "If you only serve and you don’t solve and you don’t help someone buy something from you, you’re the cause of the disruption." - Liz W Wendling ·         "Know, like and trust gets you a ticket to the game, but it’s not enough anymore. You must be relevant." - Liz Wendling ·         "Every single business stays in business because somebody is selling something and somebody is buying something." - Liz Wendling Resources: Find more about Liz Wendling at her website Connect with Liz Wendling on LinkedIn More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother  

About the Guest(s): Tatiana Ferreira is a seasoned professional dedicated to transforming companies through operational excellence and customer experience design. As a consultant and coach, she provides strategic insights and actionable solutions, helping businesses turn their visions into real-world success. Tatiana's vast experience includes leadership roles, effective team advocacy, and women's workplace issues training, making her a sought-after expert for organizations seeking transformational change. Episode Summary: In this thought-provoking episode of "The Women Your Mother Warned You About" podcast, host Gina Tremarco engages in a candid discussion with Tatiana Ferreira, focusing on women's issues in the workplace and the art of giving and receiving feedback. This conversation dives into the nuances of female communication styles, the importance of directness, and the ways women can support each other in professional settings. Tatiana gets into the importance of intervening when witnessing a colleague being talked over or interrupted, suggesting tactful yet firm ways to ensure every voice is heard, and the perception of women being too direct or emotionally reactive. She provides insights on effectively addressing and reshaping these perceptions through better feedback mechanisms and increased emotional intelligence within the workplace. Key Takeaways: Standing up for colleagues when they are interrupted or their ideas are not acknowledged can create a better workplace dynamic for women. Women often preface their ideas with softening language, which can unintentionally diminish their impact—eliminating such phrases can strengthen communication. Feedback, whether positive or negative, should be seen as someone's opinion, allowing for personal growth without changing one's core leadership style. Direct conversations addressing behavioral issues, such as perpetual interruptions, can lead to more productive team interactions and dynamics. An effective leader creates a psychologically safe environment, enabling team members to voice their thoughts and opinions without fear of judgment. Notable Quotes: "One of the key ways that I found it's incredibly helpful is to intervene on the spot, to say something on the spot." "How do we not say those things anymore? And like, oh, this may not matter, but if you're saying something, you think it matters, right?" "Feedback is someone's opinion, pure and simple." "...being humble about a very direct conversation. Like, hey, listen, this is what's happening. This is what I see. How do we solve it?" "It's an incredibly important way to advance these conversations and advance the concept of ultimately just a diversity of expression, a diversity of thought, which is what women bring." Connect with Tatianna   More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother        

The Post-Literate Society: How to Avoid Negativity and Thrive   Anthony Iannarino is a revered figure in the sales and leadership sector, boasting an extensive career marked by his insightful thought leadership and impactful contributions as a writer and speaker. With over 5,200 blog posts to his credit, Anthony has cultivated a reputation for disseminating profound understanding in sales, leadership, and societal matters. As a business owner with first-hand experience in advocating for diversity and fostering an inclusive work environment, he carries a wealth of knowledge from his involvement in a $50 million family business. ​ On today's episode Gina welcomes Anthony Iannarino about societal issues, personal development, and maintaining positivity amidst a world steeped in negativity. Anthony shares his transformative experience with his self-imposed 'Negativity Fast' - a pivotal journey that reshaped his outlook on life and media consumption. ​Gina and Anthony delve into discussions about inclusivity, diversity in the workplace, and overcoming biases that permeate both personal and professional realms. They address how women and immigrant leaders can be better advocated for and the societal shifts that have been occurring, gradually shaping a new landscape in the business world. Anthony gives invaluable advice on confidence, competency, and the detrimental effects of impostor syndrome, providing listeners with profound insights that transcend typical business discourse. ​ Key Takeaways: ​- Anthony's experience with the 'Negativity Fast' advocates for the cessation of consumption of negative media and replacing it with positive, future-oriented content. - Discussions on diversity and inclusivity stressed the importance of proactivity in recruitment and creating spaces where everyone feels represented and welcomed. - The societal conversation explored the deep-rooted reasons behind confidence disparities between genders and how historical biases have contributed to this. - Anthony shared personal anecdotes illustrating the evolving nature of the workplace and the imperative to embrace diverse talent proactively. - The dialogue underscored the power of reframing failures as lessons, emphasizing the importance of resilience and perspective in personal growth. ​ Notable Quotes: ​ - "I think all these women that feel that way, they have the right to feel that way, but it's not true. You're every bit as competent." - "You have to have the courage to try things. I think 100% failing is just part of the success journey." - "When a man, a boy, let's say, let's go back to high school. I got in a lot of fights. I wasn't a good fighter, but I was willing to do it because I had to. After a fight, it's over." - "It's either a loss or it's a lesson, and you have to pick one of those." - "Your life is 4108 weeks on average. If you want to have a really good time, just drop all that stuff and just focus on the things that you care about." ​ Links to Anthony ​ The Negativity Fast: https://a.co/d/3o7m3nJ Website: https://www.thesalesblog.com/   More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother  

Tatiana Ferreira, the master of all things CX, is back with Gina today to bust more myths and give you loads of information on how to bring customer experience to a new level.  They discuss the need for an ongoing commitment to customer experience rather than confining it to just one department or a silo, emphasizing the importance of investment, timelines, measuring results and how initiatives should be integrated throughout a company utilizing a collective effort. Gina and Tatiana also talk about the importance of mapping out a clearly defined customer experience, including a playbook with specific steps and the use of  KPIs so customer experience efforts can be measured.  Highlights: -The Role of Storytelling in Customer Experience -Why Companies Struggle with Customer Experience -The Investment Required for Effective Customer Experience -The Importance of Training and Hiring the Right People -Understanding the Staffing Needs for Great Customer Experience -The Role of Customer Experience in B2B and B2C -The Importance of Timelines in Customer Experience -The Need for a Customer Experience Playbook -The Importance of Simplicity in Customer Experience -The Role of Leadership in Customer Experience -Building Trust and Partnership in Business -The Power of Mission and Core Values -Creating Conditions for Success -The Challenge of Change and Adaptation -Measuring Success in Customer Experience -The Role of KPIs in Customer Experience -Presenting the Vision for Customer Experience -The Importance of Employee Experience -Creating a Safe Environment for Feedback   Connect with Tatianna   More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother

 On today's show, Gina welcomes Amanda Hanus, AKA, the human spark plug, is a notable professional in the world of sales and leadership. Hailing from the greater Chicagoland area and now residing in Tulsa, Oklahoma, Amanda has carved a niche for herself as a selling powerhouse. She and Gina talk about her journey from humble beginnnings, her early exposure to the sales environment through interning at Northwestern Mutual, and her adventurous transition to professional sales roles in various sectors. Amanda gives a glimpse of the determination and strategic mindset that propelled her upward trajectory that was initially fueled by her desire for financial independence and control. She candidly shares her leap from being average to becoming an ultra-high performer by embracing fanatical prospecting and continual self-belief. Furthermore, Amanda discusses her holistic leadership style, which emphasizes the importance of nurturing relationships, personalized goals, and recognizing individual strengths within her team. Key Takeaways: The transformative power of sales enables individuals to dramatically improve their financial situations and make impactful life choices. Leadership goes beyond management; it's about knowing your team intimately and supporting them to excel with self-awareness and tailored motivation. Amanda's approach to remote work highlights the creativity and adaptability required to stay energized and productive from afar. Strategic changes, such as relocation incentivized by remote work-friendly cities, offer professional and personal growth opportunities. Fostering female career development and addressing taboo topics can inspire and resonate deeply with women in professional scenarios. Amanda can be found on Instagram for cigar aficionados at @MissChicagoCigar. Connect with Amanda on LinkedIn More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. 

Today Gina brings back an old friend, and someone that brings big energy and a down to earth attitude. Skip Wilcox, National Sales Manager and Director of Wholesale at Five By Five Funding. He and Gina discuss the tricky territory of managing both a traditional job and a side hustle. Skip shares his experience navigating a significant industry downturn, exiting a division, and finding opportunities amidst uncertainty. His journey includes continuing to grow his side business, while also stepping into a new role as a National Sales Manager. They talk about the synergies between these roles, how he manages time, transparency with the employer, and the employer's supportive stance. They also get into the cultural aspect of businesses, motivation, setting personal and business goals, and the importance of cultivating creativity.  Find more about Skip Listen to The Big Skip Energy Podcast Episode Highlights: - New Year Reflections - Challenges and Wins in the Mortgage Industry - Transitioning from Corporate to Entrepreneurship - The Power of Open Conversations and Opportunities - The Importance of Non-Negotiables in Job Selection - The Impact of Company Culture on Employee Satisfaction - The Role of Emotional Intelligence in Leadership - The Power of Vision Boarding and Goal Setting - The Importance of Internal Customer Experience - The Impact of Hiring Decisions on Company Culture - The Rise of Side Hustles and Dual Careers - Transitioning from Side Hustle to Full Time - Balancing Multiple Roles and Responsibilities - The Importance of Time Management - The Impact of Side Hustles on Personal and Professional Growth - The Role of Transparency in Managing Multiple Brands - The Controversy Surrounding Non-Compete Agreements    More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother

The only constant is change. As Gina pushes into the new year, there are some changes that are happening. This must listen to episosde dives into the evolution of the podcast, 'Women Your Mother Warns You About', which is now in its sixth year, she reflects on the challenges of putting out a long-running show along with insights about consistency in creativity. She shares backgrounds of various co-hosts she has had over the years and the valuable lessons they've learned together. She explores the concept of the show that aims to provide a platform for women to be authentically themselves in business and life, and goes on to give a glimpse of the exciting new changes planned in 2024, inviting YOU, the listeners for their suggestions and insights to bring the podcast to new levels! Highlights: Podcasting Journey The Evolution of the Show The Co-hosts Journey Navigating Disagreements and Challenges Looking Forward: 2024 and Beyond More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a sales Trainer who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. 

As we approach the new year, Gina is taking a look back at some of the most impactful moments from her guests in 2023. Enjoy the bits of wisdom, and we here at the Women Your Mother Warned You About podcast wish you a healthy, successful, and prosperous 2024.   Heather Monahan - Balancing Perception and Building Confidence and Overcoming Self-Doubt and Embracing Equality Abby Lester - The Power of Social Media and Personal Branding Sarah Greer - Managing People Individually While Maintaining Fairness Colleen Stanley - Bridging the Knowing and Doing Gap in Sales Jeff Bajorek - The Impact of Automation in Sales Ryan Serhant - Overcoming Challenges and Embracing Growth Liz Wendling  -  Understanding Bad Habits in Sales and Overcoming Ego and Embracing Change David Newman - The Importance of Adaptability in Sales: Opera vs. Playboy Keith Lubner - The Power of Simplicity in Sales Tatiana Ferreira - The Role of Product Knowledge in Sales and Creating a Memorable Customer Experience   Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. 

She was SO good that Gina had to have her back again, Tatiana Fiera, Founder of The Growth Excellence Advisory, gets into customer experience and sales practices. They discuss the importance of asking relevant and purposeful questions to build an authentic customer relationship and enhance customer experience. Gina also stresses the importance of engaging customers and suggests a more individualistic, consultative approach. Tatiana emphasizes the importance of going beyond mere engagement with the customer and offering real value in the conversation. Next time Gina and Tatiana will dive deeper into why most companies fail to implement efficient customer experience strategies. Connect with Tatianna Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.   Highlights! Introduction to the Series on Client Experience Exploring Client Experience Myths The Engagement Myth: Quality of Questions The Importance of Purposeful Questions Sharing Personal Experiences with the Engagement Myth Discussing the Impact of Invasive Questions Exploring the Relevance of Questions The Misconception of Engaging Questions The Impact of Inappropriate Questions The Importance of Reading Customer Cues Sharing Personal Experiences with Transactional Questions The Role of Purposeful Questions in Discovery Understanding Customer Desires and Objectives The Art of Advising: A Real-Life Example The Power of Purposeful Questions The Role of Titles in Sales and Customer Experience The Importance of Asking for Permission The Art of Saying 'Yes': Building Trust with Customers The Challenge of Fast-Paced Retail Environments The Power of Positive Questions: A Sales Hack Avoiding the 'No': A Key to Better Customer Experience A Personal Story: The Worst Customer Experience Ever The Importance of Engaging Customers in the Sales Process The Role of Leadership in Ensuring Training Sticks Why Companies Struggle with Implementing Customer Experience Strategies

Today Gina is joined by Casey Hasten, Director of Recruting at VIP and CEO of Success North Dallas. They discuss a wide range of topics from personal branding, the importance of supportive employers, mastering efficiencies, and goal setting. Casey shares her journey of personal growth and self-awareness, and even reveals her organizational strategies via her 'Awaken Your Potential' journal. Gina also discusses the importance of delegation and advises listeners to be aware of exactly what they sign up for when job hunting.  Highlights: Casey's Journey into Recruiting Casey's Personal Growth and Self-Realization The Impact of Personal Branding The Role of VIP in Casey's Career The Power of Feedback and Personal Growth The Importance of Personal Branding in Sales Casey's Journey with Success North Dallas The Expansion of Success North Dallas Balancing Multiple Roles: The Art of Doing It All Strategies for Success: Building a Holistic System The Power of Self Optimization: Taking Care of You The Importance of Sleep: Enhancing Your Neuroplasticity Tracking Your Health: The Role of Technology The Journey to Success: Dreaming Big and Setting Goals Awaken Your Potential: The Power of Journaling Manifesting Your Future: The Power of Belief The Art of Delegation: Outsourcing Your Weaknesses The Importance of Alignment in Job Hunting The Journey Continues Connect with Casey Listen to Casey's, We Are VIP Podcast Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. 

What an amazing episode!! Gina welcomes the one and only Chuck Gallagher, business ethics expert, consultant, keynote speaker, and author. Chuck, discusses the importance of ethical behaviour in business transactions. Starting from the top in building an organizational culture of trust and accountability, he shares startling truths about common ethical breaches and offers insightful advice on building psychologically safe spaces within organizations. He highlights the importance of effectively dealing with the three common triggers to unethical behaviour The episode also delves into Chuck's personal journey, from being a convicted felon to becoming a leading figure on company ethics. The conversation underscores that while lapses happen, our past doesn't define our future, and it's never too late to start walking an ethical path. Highlights:   Overcoming Sales Struggles During Holidays Introducing Guest Speaker: Chuck Gallagher Chuck's Perception of the Show's Title Chuck's Professional Journey and Balancing Multiple Roles The Role of Creativity in Sales The Impact of AI on Creativity and Mundane Tasks Chuck's Past as a Convicted Felon and His Redemption The Importance of Trust and Transparency in Business The Intersection of Ethics and Sales The Reality of Business Ethics Understanding Ethical Dilemmas in Everyday Life Identifying Triggers that Lead to Unethical Choices The Role of Social Media in Ethical Dilemmas The Impact of Personal Triggers on Ethical Choices The Role of Emotional Connection in Ethical Choices The Balance Between Privacy and Ethical Oversight Understanding the Consequences of Ignorance in Ethical Dilemmas The Importance of Ethical Leadership in Organizations The Role of Training in Promoting Ethical Behavior The Consequences of Ignoring Ethical Dilemmas Conclusion and Contact Information The Power of Choice in Ethical Dilemm   Connect with Chuck Gallagher   Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. 

Today Gina welcomes the definition of a differentiator. Stan Phelps, author, keynote speaker, and workshop facilitator discusses his unique concept of the 'Goldfish Series' - a set of books focusing on various aspects of business strategy, all symbolized by different colored goldfish. Phelps explains the idea behind each color, such as purple representing differentiation and customer experience, or green symbolizing employee well-being. He also introduces the 'Diamond Rule', a concept that integrates both self-understanding and empathy into handling business under pressure. He elaborates on various business behavior styles symbolized by animals, like Rhino (control), Deer (influence), Porcupine (power), and Bear (authority), that help to identify individual and team characteristics in a business environment. Highlights  - Stan Phelps' Background and Achievements  - Stan's Unique Approach to Differentiation  - Stan's Goldfish Metaphor Explained  - The Significance of the Color Purple in Stan's Book  - The Concept of 'Lanyap' and Its Importance in Business  - Stan's Journey to Writing His First Book  - The Importance of Exceeding Customer Expectations  - The Green Goldfish: Prioritizing Employee Engagement  - The Importance of Transparency in Business  - The Impact of Effective Onboarding on Employee Retention  - The Trilogy of Stan's Goldfish Books  - Understanding the 80/20 Principle in Business  - Exploring the Law of the Vital Few and the Trivial Many  - The Evolution of the Goldfish Series  - The Black Goldfish and the Future of the Series  - Introducing the Goldfish Tank Program  - Discussing the Diamond Rule  - Understanding Behavioral Styles in Business  - Applying the Diamond Rule in Sales and Business Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.  

On today's solo episode, Gina explores the significance of gratitude not only as an emotion but also as a tool that can significantly enhance one's personal and professional life. She delves into diverse aspects, including its effect on wellbeing, productivity, relationship building, leadership, and business culture. She highlights the propensity of gratitude to improve income levels, the importance of expressing gratitude to customers for business success, and encouraging a positive workplace culture. Gina also talks about a gratitude playbook with ideas for things to be grateful for at work, such as colleagues, professional growth, and customers. . Highlights - The Power of Gratitude in Business and Life -  The Science Behind Gratitude -  Gratitude and Happiness at Work -  The Impact of Gratitude on Customer Satisfaction -  Gratitude as a Leadership Tool -  Creating a Positive Workplace Culture with Gratitude -  Gratitude and Employee Engagement -  Gratitude and Enhanced Well-being -  Gratitude and Professional Growth -  Personal Gratitude Reflections   Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Joining Gina on today's episode is Ukeme Awakessien Jeter, a leadership development expert, keynote speaker, and author of the book "Immigrant Love: Supercharging Company Culture with Immigrant Leadership." She has extensive experience working with Fortune 500 companies, national law firms, universities, local governments, and specialized agencies of the United Nations. As an immigrant herself, Ukeme’s work is informed by her unique perspective and aims to promote immigrant inclusion leadership, innovation, and business growth. Ukeme Awakessien Jeter immigrated to the United States from Nigeria at the age of 18 to attend college. She chose to study mechanical engineering and later pursued a career in law. Ukeme also became an elected official for her city and is passionate about shaping policy and transforming workplace culture. Inspired by her own experiences as an immigrant, Ukeme wrote her book to advocate for immigrant inclusion leadership and highlight the unique skills and perspectives that immigrants bring to the workplace. She emphasizes the importance of cultural intelligence and the need for companies to change their systems to better support and attract immigrant talent.   Key Takeaways: Immigrants possess valuable leadership competencies, such as adaptability, resourcefulness, and the ability to build new networks. Accent bias and education bias can hinder the recognition and advancement of immigrant leaders. Companies should elevate immigrants to leadership positions and allow them to lead in their own style. Cultural intelligence training is essential for leaders and organizations to better understand and support immigrant employees. Companies can attract immigrant talent by partnering with non-profit organizations that support new Americans and by reevaluating their recruitment processes to be more inclusive. Quotes: "English is not a measure of intelligence. English is simply a skill." "There's a difference between adaptability and forced assimilation." "Let's start peeling back on what it is that we're asking for in talent versus what we're getting." "Networking is a part of the process. We need to understand them and say, 'Does this system attract or gain from the immigrant population?'" "Change happens with that two-way street." Connect with Ukeme here: https://www.ukstopia.com/

On today's show Gina welcomes Tatiana Ferreira, a Growth Excellence Consultant. Corporate & Board Advisor, Global Strategist, and Keynote Speaker, discussing the importance of customer experience in driving transformative change and increasing revenue. She highlights that customer experience is not limited to luxury brands but applies to all businesses. Tatiana emphasizes the value of creating a welcoming and inclusive environment for both employees and customers. She suggests hiring happy employees who genuinely enjoy working with customers. Tatiana also advises companies to establish measurable KPIs to track the impact of CX initiatives and to integrate multiple channels for a seamless customer experience.  Connect with Tatiana Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Today's show is a little different, and is packed full of great lessons to bring into your selling and even personal life. Gina shares a story about her bond with a feral swan named Sammy. Yes you heard that correctly. Through this connection, she pulls valuable lessons about human behavior, communication, and empathy.  She gets into how we often make assumptions about others, illustrating the need for intentional behavior observation and understanding different "languages" people speak. She also stresses the importance of breaking stereotypes and appreciating individual routines and preferences, and encourages listeners to enhance their emotional intelligence by actively observing, empathizing, and showing compassion in their relationships. The takeaway is that the rewards of investing in understanding others far outweigh the effort, whether it's a sassy swan or a person that you are interacting with.  Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

This is an incredibly important and exciting episode. Gina welcomes Lady J. B. Owen from Ignite Publishing. She is Founder and CEO of Ignite You, a world class speaker, 20 time bestselling author and powerful business owner. She was knighted as lady JB Owen for her entrepreneurial and philanthropy work. So why would Gina have a publisher for a guest?? That's right! Gina is now recognized as an international best selling author for her contributions to Ignite Your Courage, and will soon be releasing her solo effort, Improvised Intelligence in 2024!!   They delve into the journey with Ignite Publishing, highlighting the multifaceted aspects of writing a book and discuss the importance of personal storytelling and the empowerment that comes from it. The conversation also explores Ignite Humanity and how personal stories can be a powerful force for positive change. Lady J. B. Owen shares her own personal and transformative experiences and the concept of Ignite moments.   She also shares her referral-based approach for attracting nearly 800 authors and her commitment to delivering exceptional service, which has led to organic growth and talks about shifting marketing expenses to enhance the client experience and the importance of embracing white glove service. She also goes into her passion for giving back, and her future plans, emphasizing the significance of self-improvement and talent cultivation. Connect with Lady JB Own  Find out all you need to know about Ignite You and Ignite Publishing Get a copy of Ignite Your Courage today! Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

It's Sales Gravy times 2! Gina welcomes Keith Lubner, the Chief Strategy Officer and Executive VP of Training and Consulting at Sales Gravy. He discusses his path to Sales Gravy and the importance of simplicity in sales, customer experience, and culture. He emphasizes the need for salespeople to put themselves in the customer's shoes and slow down to listen. Keith also highlights the power of adaptability and becoming a chameleon in sales, flexing to the customer's personality. He shares insights from the Simplicity Index, indicating that consumers are more likely to recommend and pay more for brands with simple experiences and he suggests that simple processes, empowered employees, and a culture that values learning from failures can create exceptional customer experiences and loyalty, ultimately benefiting businesses. Connect with Keith Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

On today's episode Gina welcomes long time friend Amy Franko, keynote speaker, author, and Sales and Growth Strategist at Strategic Selling Academy. Gina and Amy discuss the dynamics of effectiveness, leadership, and self-awareness. They reminisce about  Amy's past opportunity to co-host the show and her deliberative decision-making process, emphasizing the balance between emotional excitement and practicality. They explain the journey to mastery and the power of consistency in personal growth, highlighting the transition from confidence to cockiness in one's endeavors. Leaders' roles in providing feedback are examined, with a focus on seeking positive feedback, investing in personal coaching, and requesting feedback from leaders to shift conversations toward strengths and positive aspects. They talk about the significance of the StrengthsFinder assessments for understanding natural strengths and the interconnectedness of effectiveness, efficiency, engagement, and enjoyment in one's work. Gina explains her remaking of Carolina Improv 2.0 to illustrate the importance of maintaining the sweet spot between confidence and engagement while filtering activities to prioritize those that truly matter. She and Amy underscore the ongoing process of fine-tuning and awareness in optimizing one's commitments and effectiveness in whatever life brings. 

She's baaaaaaack! Susanna Gray-Jones is joining today's show straight from her new home in Dubai to talk about the challenges of major life changes, the importance of preparation, and the value of embracing boredom and repetition. She shares her personal experiences with job dissatisfaction, managing stress during a significant move, and the effects of change on both individuals and organizations. She and Gina also explore the power of effective communication, reinforcing change, and the role of self-care in navigating uncertain times. Get ready to gain valuable insights and actionable strategies to thrive in the face of change. Check out Susanna's amazing podcast The Counter Offer on Apple and Spotify Connect with Susanna via Chime Search Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

EXPLICIT CONTENT - This episode shares explicit information about sex. Plan accordingly when listening/watching it. Is Gina shy and reserved? No she is not. Does she find new and innovative ways to help you both personally and professionaly? Yes she does. Today is an outside the box episode, that may make people blush a bit at first, but then listen to about five times to get every nugget of information from.  Gina welcomes Daniela Steves, sex and intamcy coach. She and Gina discuss the importance of understanding oneself and improving intimate connections in both personal and professional life. They emphasize the significance of vulnerability and being present in one's body as a starting point. The guest suggests that slowing down, practicing mindfulness, and naming sensations in the body can help individuals reconnect with themselves. Daniela explains how couples can enhance their intimacy by focusing on pleasure and exploring new experiences, stressing the value of open communication and creating a safe space for discussing desires and boundaries. She also highlights the need to shift from rigid playbooks to a mindset that prioritizes pleasure and connection. Gina reflects on how this intamacy and connection can be translated in sales and business. How doubt and insecurites can hold us back from genuinely connecting with clients, and explore and how presence, confidence, and radiating happiness in personal and professional relationships can bring a whole new level accomplishment that you never knew was possible. Find more about Daniela and free resources Listen to the    Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Today's episode is not to be missed. Jeff is here, so you know that awkward moments and hilarity begins before the show even gets underway.   Gina shares a story about getting pitched about a guest spot on the show, which leads to a larger conversation on pitching overall and they express frustration with salespeople who do not tailor their pitches and make repeated attempts even after receiving a clear "no."    They emphasize the need for salespeople to do their homework and really know the client or company they're pitching to. Gina shares experiences with both good and bad outreach and emphasizes the value of being prepared, understanding clients' needs, and engaging in effective discovery. Jeff talks about the misplaced importance that is given to product knowledge, and the lack of focus on how to create meaningful conversations.    They also dive into various aspects of sales and communication strategies, emphasizing the importance of building connections with clients through vulnerability and curiosity, moving away from rigid scripts and instead focusing on building rapport and understanding the prospect's needs, the significance of collaboration in sales, and the value of creating a customized sales process tailored to each client. Gina and Jeff agree that a succesful sale requires a balanced mixture of structure, adaptability, curiosity, and flexibility.    Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Today Gina welcomes Cynthia Barnes, keynote speaker and Founder of National Association of Women Sales Professionals. They begin by delving into the realms of self-realization and personal growth, and speak about a realization many of us can relate to – we're often so quick to offer advice and guidance to others, but how often do we apply that wisdom to our own lives? Cynthia shares her aha moment when she started mirroring her own advice, leading to an enlightening journey of self-coaching. One key takeaway from their discussion is the importance of having coaches and mentors. They emphasize the value of seeking support from those who understand your goals and can empower you to reach your full potential. As high-achievers, Cynthia and Gina have been accustomed to pouring their energy into others due to their roles, often neglecting self-care. They shed light on the challenges that come with challenging the status quo. They know that when you're a trailblazer or someone who refuses to conform, you can ruffle some feathers, and not everyone responds kindly. They agree that finding like-minded individuals who can nurture your spirit without judgment is crucial for personal growth. The conversation turns to the idea of creating a tribe of like-minded women who can uplift and support one another. They touch on the delicate balance between achieving success and maintaining meaningful relationships,  a challenge many driven individuals face, and they stress the importance of self-investment to serve others better. Cynthia shares her vision of moving from the spotlight to help others succeed, emphasizing the importance of celebrating everyone's achievements collectively. The episode wraps up with a sneak peek at Cynthia's upcoming course, the "30-Day Assertiveness Challenge." With its unique daily text message delivery, it promises to empower individuals to improve their assertiveness. Connect with Cynthia on LinkedIn and the NAWSP Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

On today’s episode, Gina welcomes Gerald Leonard, author, growth strategy coach, strategic PMO advisor, Tedx speaker, and musician. Gerald shares insights into the synergy between the these domains. He speaks about the remarkable impact of coaching and mentorship, drawing parallels between professional growth and utilizing the HOV lane in traffic, underscoring the exponential progress possible through guidance. Gerald's personal journey through adversity, notably overcoming vertigo, is an example of channeling constraints into avenues for growth, firmly rooted in the principles of constraint theory. He and Gina continue delving into the intricacies of feedback reception, delineating how feedback can be sculpted into a potent tool for self-improvement, the art of coaching and personal growth, and offering valuable advice on navigating the path to self-improvement. Gerald emphasizes the significance of starting small, engaging with accessible resources like books, podcasts, and webinars that align with your goals. He underscores the idea of incremental progress, mentioning how many coaches provide introductory materials that gradually lead to more comprehensive coaching programs. He advocates for recognizing one's self-worth and believing in the value of investing in personal development.  Gina and Gerald discuss the importance of tracking progress and embracing accountability within coaching. And emphasize the potential returns on investment—both personal and financial—as individuals work to enhance their skills and mindset. Overall, he encourages listeners to embark on a growth journey with purpose. Connect with Gerald on LinkedIn Make sure to check out theses FREE resources from Gerald More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.  

David Newman is BACK! And why? Well he’s hilarious, entertaining, knowledgeable, and informative. Pretty much everything you want when you’re listening to a podcast. But funny, affable David is here to tell you to FU!! That’s right. But he isn’t being rude, he just wants to give helpful and deal saving tips on how to follow up after a seemingly interested prospect falls off the face of the sales earth. David and Gina breakdown avoiding the terrible “Just circling back” follow ups and a ton of ideas of what to do instead, and why it will pay off over the long haul. They talk about strategies to follow up in an economy that is hot in some areas and shaky in others. And even more importantly, the big hints on how to detect a bad prospect, how to do sales with a prospect vs. too a prospect, what questions to ask to close the deal, negotiating vs. caving, and SO much more, all brought to you in an amazingly engaging way with the undeniable chemistry of David and Gina. Find all of David's books and other incredible resources here! Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Sales at its core is about solving problems and making life better for the client. Gina welcomes a guest today that has done this for years and now trrains others to do the same. Kathy Young, Division Sales Trainer at D.R. Horton, is here to talk about her journey in the new home market. Starting as a junior sales representative at DR Horton, Kathy navigated a rollercoaster of a housing market, including the challenges of the 2008 financial crisis and the recent COVID-19 pandemic. Her years of hands on selling gave her the opportunity to transition from sales into a role as a sales manager and then into developing a robust sales training program. Kathy shares valuable insights on the evolving landscape of home building, the shift towards spec homes due to COVID-related supply chain issues, and the importance of personal connection in the sales process and positive impact of effective training for both sales agents and managers. Throughout the conversation, Kathy advocates investing in yourself, pursuing mentors, and fostering open communication to excel in any sales role.  Connect with Kathy on LinkedIn More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Gina has been on a whirlwind tour of selling and meeting with clients. So today, we are rebroadcasting one of the most popular episodes in the show's history! Usually Gina is the one getting answers, advice and tips from sales leaders and coaches. Today the tables turn a bit, and former co-host Susanna will get Gina to reveal all sorts of knowledge and experience from her many years of sales and coaching. Susanna digs deep and gets some very candid and personal answers. More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.  

Rachel is back on the show today and she and Gina dive into the world of mastery and self-discovery. Rachel shares her intention to read more books this year and how it led to a life-changing book called "Mastery" by Robert Greene. They explore the three phases of mastery and how childhood dreams might hold the key to unlocking self-awareness and self-mastery. They discuss inspiring stories of people who disrupted their industries through perseverance and dedication, like Martha Graham revolutionizing modern dance, and touch on the importance of silence and downtime in cultivating creativity and the value of concentrated focus in mastering skills. They discuss how restlessness can lead to self-discovery and why it's crucial to explore dormant talents and passions, the crucial aspects of embracing discomfort and choosing the right niche, narrowing your focus leading to clearer marketing and sales messages, and the role of confidence-building and self-awareness in enhancing your expertise. Check out 'Mastery' by Robert Greene More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Today Gina is flying solo, and is ready to share about something that has come up consistently in one of her masterminds  - imposter syndrome. It's a feeling that nearly everyone has felt at some point, but due to societal history is more common for women.  Gina dives deep into this deceptive syndrome that can hold us back from reaching our full potential. She shares interesting data on high-achieving women also shares helpful strategies to help kick imposter syndrome for good. From acknowledging our feelings to building connections and avoiding comparisons, this is a mission to reclaim your confidence. As always, Gina gets real and is a great model for embracing your true self and celebrating your accomplishments.  Check out - You’re Not a Fraud. Here’s How to Recognize and Overcome Imposter Syndrome by Crystal Raypole Plus a study by PAULINE ROSE CLANCE & SUZANNE AMENT IMES called "THE IMPOSTOR PHENOMENON IN HIGH ACHIEVING WOMEN: DYNAMICS AND THERAPEUTIC INTERVENTION"   More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Welcome back to part 2 of Gina's interview with Amber McMahan. They continue on discussing different areas of Amber's journey of personal growth and development, highlighting the importance of understanding different personalities and effectively managing, motivating, and leading teams. From her upbringing with strong female role models, to her experiences as a non-commissioned officer, Amber's story is filled with valuable insights and life lessons. She credits her success to a combination of trial and error, discipline, and a deep desire to be the change she wanted to see in the military. They explore the misconceptions surrounding recruiting, including objections about safety and career prospects, and Amber provides a relatable perspective, debunking myths and shedding light on the wide array of benefits and opportunities the military offers. More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Today Gina has a special guest that works in an area that is close to her heart. Staff Sergeant Amber McMahan (aka Mama Mac), a military recruiter in the US Army joins the show. Gina was struck by Amber's presence, confindence and energy after witnessing her exceptional skills in one of her training sessions. Amber's shares her journey into the army, that started when she didn't get into her dream school and decided to explore the military as an option. Little did she know, she would become a "beast" in the field of air defense artillery, blowing things up with finesse. But life and priorities and directions change as time went by and she started a family. Amber transitioned to become a recruiter, where she discovered her true passion for making a difference in people's lives. Amber shares insights into the world of military recruiting, the challenges recruiters face, and how she manages her time effectively to stay on top of her game. This is a can't miss conversation filled with inspiring anecdotes and practical advice from Amber and Gina. More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast

Are you ready to have some fun injected into learning about sales and multiplying your revenue? Gina is here for you with the hilarious and animated author and consultant, David Newman to do just that. David shares his personal experience of initially avoiding sales until he discovered his natural ability to make people feel comfortable, transforming him into an unexpected sales guru. This was a catalyst to his book ‘Do It! Selling’ which he describes as the seller’s guide for those that hate selling. They discuss the importance of targeting the best prospects—those who want, rather than need. From disqualifying early to painting a vivid picture of the future, David offers practical tips to help sellers connect with clients' personal and professional aspirations. Don’t miss David’s excellent analogy of opera vs. Playboy style selling which is well… pretty brilliant. Find all of David's books and other incredible resources here! More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Today Gina is here with a new segment called 'Reality Check,' and she starts it out in Gina style with the 'S' word. No not that 'S' word! No not THAT 'S' word either!!  You're going to have to listen to find out just what the certain word is. Gina talks about why this isn't a word that should be shied away from, but actually embraced. She also dicusses other words that she has had to avoid or downplay over her career. Like the 'I' word and the 'C' word. No not THAT 'C' word!!  You just have to listen to find out.  More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast

Today Gina is excited to welcome back the incredible Liz Wendling, business consultant, sales coach, and founder of The Sales Clinic. She dives right into the topic of breaking bad sales habits and the importance of acknowledging and addressing them head-on. If you don’t acknowledge your bad habits and work to break them, the result is usually doubling and tripling down and as Liz says, you get really good at being crappy.  Liz emphasizes that bad habits can hinder success and discusses various common sales habits that may be holding you back. From being too pushy or wishy-washy to poor follow-up and lack of organization. She highlights the negative impact these habits can have on your sales performance. Liz and Gina also explore the psychological aspect of breaking bad habits and the necessity of inner work. The conversation delves into the willingness to change, the role of ego, and the significance of authentic self-reflection. Additionally, they talk about the necessity of sales leaders to address bad habits in their team members and engage in honest conversations to determine the level of commitment to personal growth. They also commiserate over LinkedIn pitch slapping, cheesy messages, and generic scripts - emphasizing the importance of standing out, being authentic, and respecting the recipient's time. Find out more about Liz Wendling More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

The response to Gina’s menopause episode was so overwhelming that she and Jeff start the show discussing it a little more and how important a subject it is. This leads to the main subjects of this episode,  the way you navigate life, constructing boundaries and how they can transform your success and happiness. They discuss learning the hard way with a story about a sales mistake that happened when they were spread too thin, the fulfillment of working with small businesses, discovering the superpower of setting boundaries, putting family first, how life stages effect boundary setting and the different perspectives of salty dogs and young puppies. More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Today’s show is a little bit different and is one that whether you know it or not, you need to listen to. Gina begins by opening up and revealing some difficulties that she is experiencing in her life. Because she and Rachel had just discussed breathwork on last week’s episode, Rachel reached out to help Gina work through the issues she was having. What comes next is what Gina describes as an “F’ing journey you don’t expect.” Trying to summarize the episode isn’t worthy of it. It is raw. It is emotional. It is real. Have some tissues available and let yourself learn and hopefully find ways that you can grow and heal as well.    More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Sometimes the show is about straight-forward sales advice. Sometimes it takes a left turn. Sometimes those left turns bring you to places that you never expected. Those unexpected places can bring new, life-changing paths. Today’s episode may be that for you. Gina and Rachel dive  deep into the broader focus of life and how much more time we have to learn and grow, the overwhelming state of stress that we find ourselves in, and how breathwork can focus our bodies into a different states. It can attain calm and regulate our bodies up or down depending on what our goal is in that moment. It can find the calm and center that we all desire but aren’t sure how to achieve. It can also bring energy, focus and a competitive edge. Now before you think this is all woo woo stuff, Gina and Rachel shift into how you can leverage these techniques to reach performance levels that others can’t even begin to grasp. There is so much more here that you can glean understanding from. This is not to be missed. Check out The Wisdom of Trauma Documentary and The Shift Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Today Gina welcomes a friend and insanely likeable guy, Skip Willcox, Vice President and Account Executive, Podcaster, Sales and Business Development Coach, Trainer, and Keynote Speaker. Just hearing the first few words from Skip you will just want to happily listen to what he has to say. He and Gina dig into a raft of topics such as, don’t make assumptions about what the client knows, how relationship beats price, rebuffing pathetic lenders, deep dives into current and future mortgage lending world, discovery, overcoming challenges, death by magic pill, how to adjust in the face of a possible recession, controlling uncertainty, and above all – communicating in terms that the client comprehends and feels understood.  Connect with Skip Listen to the Big Skip Energy Podcast

Sometimes when we find ourselves not fitting into the environment or industry we are trying belong to, is the precise time that we break the mold and inject new and fresh ideas into the existing system. This is what happened when today’s guest, Natalie Tincher, Style Strategist and Founder of BU Style, went from a small town in Indiana to New York City to break into the fashion world. She explains what happened next and how not falling in line changed her entire trajectory. She and Gina cover a wide range of topics including discovering your style personality, dressing to project an image to certain audiences, how your style is a powerful marketing tool and even extending to your business’ brand, as it helps to evoke aspirational feelings and intrigue. Natalie goes into detail on starting her business as a 26-year-old with no experience in selling, pricing, or retention. After steadily gaining successes, she shares the move she made that changed everything and elevated her to a different level. She shares how her company continues to evolve around marketing, SEO, her podcast, creating funnels, different revenue streams, and breaking out into new areas like business clients and speaking engagements.   Find more about Natalie and BU Style Listen to the Wear Who You Are Podcast Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!  

Enough. Yes there is a standard definition of the word, but it’s a word that has such different meaning for every individual. Jeff asks the question – “Do you have a goal line?” Because if you don’t, when is enough enough? Jeff and Gina talk about their strategies of understanding when you are stretched too thing and when you are falling behind. Jeff tells a story about how he was able to triple his results while working less than half the time he was before and how he achieved it. They also discuss sales pitches on LinkedIn connects, bad automation mistakes, the balance of doing all that you need to while avoiding burning out, why to not blindly follow someone else’s playbook, how having correct metrics is vital, and determining what is the fastest, most efficient path to new business.    As always, when these two get together, it means a goldmine of useful sales info. Connect with Jeff Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! They also discuss sales pitches on LinkedIn, bad automation mistakes, the balance of doing all that you need to while avoiding burning out, why to not blindly follow someone else’s playbook, how having correct metrics is vital, and determining what is the fastest, most efficient path to new business.    As always, when these two get together, it means a goldmine of useful sales info. Connect with Jeff Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Get ready for the high energy and magnetic personality of today’s guest. Mitch Savoie Hill is a certified professional coach, international TEDx speaker, published author, and corporate trainer with over 25 years of hospitality and leadership experience. She coaches individuals and teams on how to overcome their roadblocks to success and has authored an inspiring instructional book on the subject titled Volar. It contains tools, tactics, practical exercises, and sometimes hilariously tragic stories. Much of the Inspiration came from her Grandmother, who escaped Cuba with nothing. Overcoming adversity and not becoming overwhelmed unnecessarily is at the core of her message, which is so vital in sales. Volar translates to “soar”, and the goal is to soar above the obstacles. It's also an acronym for a five-step formula for achieving personal, professional, or group goals despite the roadblocks. Mitch and Gina also discuss Mitch’s work with DEI training. Her eloquent stories and truth put the subject into an effective frame of understanding. There is an abundance of amazingly valuable knowledge in this episode, along with engrossing stories that can help to remove obstacles and soar to greater heights. Find more about Mitch and grab a copy of Volar Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Menopause is a subject that is often overlooked in the professional lives of women. It isn’t uncommon for some women to step away from their careers due to the effects that is has on their bodies. Today’s guest Elaine Morrison, Founder of Elaine Wellness, is here to talk with Gina about journeying through this time and much more. Ten years ago Elaine developed an autoimmune disease, and went on a mission to put it into remission. Through changes in her diet, lifestyle, and mindset, she was able to just that, and because of those changes, she also had very negative symptoms through menopause. She used this knowledge to build the Three pillars of her Midlife Blueprint program. She and Gina discuss taking care of ourselves in different ways in our 30’s and beyond, regulating stress, avoiding traditional diets and adding things to your diet that are beneficial, sleep, breathing, giving yourself a break, recalibrating cortisol and oxytocin because they are so important to our daily lives, and most importantly finding what works for you to be more balanced, happy and productive. Find more about Elaine Morrison Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Today Gina is shifting perspective a bit to gather lessons from a different area of business and service.  Dr. Stacie Herrera is a licensed school psychologist, owner of Herrera Psychology, and owner of Telement works with youth in school settings, and Sandi is the CEO and Founder of Educator Dynamics and been creating school transformation for thirteen years. They have partnered together to create cultures of sustained wellness around learning environments. Children test the limits of their surroundings. The schools and the overall system they find themselves in. For there to be an organized and successful school experience, the adults need to be unified and communicate clearly, and teachers on the front lines must be supported by the overall system. This is very much like adults in their work and sales environments. Without clear and supportive leadership with clear expectations, nothing functions quite as well as it should.   The parallels don’t end there. Gina, Stacie and Sandi discuss the importance of strong values, inspiration, trust, problem solving, moving people toward their goals, playing the long game, building positive team culture, persuasion, creating buy-in, making sure groups have the right tools and training, overcoming resistance, designing a road map for making progress, and much more. Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Rachel is back - but this time she’s sporting a large and elaborate crown on her head! So the ex-cohost queen leads off the show with a conversation on Queen Elizabeth and the lessons and inspiration that can be taken from her time on the throne. Including being conditioned for failure, power vs. influence, being prepared for when opportunity comes, making difficult sacrifices, creating balance, and staying strong through criticism. This leads to further discussion about the fear of women helping women, why giving advice to others doesn’t guarantee their success, and because she’s not afraid to share advice with others, Rachel discusses Lanny Basham’s five things you need for transformation. They also remind salespeople that most prospects have fears that they really want to talk about, and you can be ready with solutions.  PLUS! check out the possible new recurring spot on the show - How Did Gina Fail This Week? Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Back in episode 186, Gina asked the question – Do You Have Sales Swagger? Today Gina and Jeff talk about how to keep and increase that swagger through knowing what parts of the sales process are important to control and what parts you need to let go of. Jeff wisely states that sales require the transfer of emotion and enthusiasm. It’s the tension that makes a sale. Another tension is being emotionally engaged with your client or prospect while also being disengaged from the outcome, knowing that there will always be wins and losses. They also discuss Stoicism, how the obstacle is the way, being an authority over a situation but still not know where it’s going, balancing the focus of your sales process, that big egos bite you, the advantage of working with a team, problem solving in new ways, and when you decide what to control and what not to – magic happens.  Connect with Jeff Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

A kindred spirit is joining Gina today. Dan DeCapua, Owner of Spotlight Home Team, speaker, and consultant. He is a fellow Italian American that transitioned from stand-up comedy to sales, and now owns one of the top producing small real estate teams in the country! They discuss how artists make the best salespeople, and how working in comedy is an incredible foundation of how to relate, create connection, and pivot when necessary. It gives you skills on how to find your ideal client pool, how to identify the best colleagues to work with, quality listening, growing referrals, and how to invest in yourself to build your business. Find more about Dan on LInkedIn Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Today Gina welcomes Laura Castleman, CEO of JV Zoo, a company that Instantly connect your business with millions of paying customers and the top performing affiliates. She discusses her new best-selling book ‘Trust Your Increments’  and the challenges of being a woman in business. She shares her experiences of systemic sexism in the boardroom and the struggle to gain recognition in male-dominated industries. Her book offers a guide for the next generation of business leaders to achieve their goals with incremental, applicable steps without losing their soul. Laura and Gina also talk about why to decide your own definition of success, working to stop comparing yourself to others you don’t really know, how life-changing it is to work on wowing yourself instead of others, teaching your children how to be happy set priorities, that happy employees perform better, and why knowing when to say no is a strong launching point to reaching your goals. Find out more about Laura and JVZoo Get her new book that was just put on the shelves this month, right here Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Today is not just a big show… It’s a HUGE show! Ryan Serhant, a founder, entrepreneur, producer, public speaker, bestselling author, star of multiple TV shows including As The World Turns and The Million Dollar Listing series, and Chief Executive Officer of SERHANT is here! Gina and Ryan share stories about performing on stage and in improv, the skill of listening, his “hand jobs” that made him more money than his TV gigs, and how his real estate career came to be.  They get into the reality of sales, lying to baby Jesus, empathy, perspective and enthusiasm, the power of picking up the phone and what he looks for in new salespeople.  Ryan Serhant is a founder, entrepreneur, producer, public speaker, bestselling author, star of multiple TV shows, and Chief Executive Officer of SERHANT., the rapidly growing tech-forward real estate organization comprised of two core businesses: brokerage and education. Founded in 2020, SERHANT. is a content-to-commerce technology ecosystem revolutionizing the sales industry. SERHANT. is home to the first ever full-service, award-winning, in-house film studio solely dedicated to real estate content, and its digital education platform is comprised of more than 14,000 members across 110 countries.  Ryan Serhant is a partner and equity holder of RLTY via SERHANT. Ventures  Find out more about Ryan's courses: https://ryanserhant.com/sellitlikeserhant/  Capital RLTY: www.RLTYCap.com  Instagram: @ryanserhant

Gina gets to have one of her long-term “sales crushes” on the show today. One of the top sales influencers of the 21st century, and one of the top 30 sales gurus in the world! Colleen Stanley, President, Founder, and Chief Selling Officer at SalesLeadership Inc., as well as a leader in emotional intelligence, an author, a keynote speaker, and trainer. Gina and Colleen waste no time diving deep into emotional intelligence, its practical applications, and how soft skills help support the right selling behaviors. They discuss the 'knowing and doing gap', how to discern if a sales opportunity is a bad fit, the importance of self-awareness and delayed gratification in scaling a business, repetition to master skills, carving out quiet time to reflect, the need to approach every situation with a fresh perspective, and continuously improve through reading, debriefing, and self-evaluation.   Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Gina is joined again today by the one and only Rachel Pitts! They start by talking about Rachel's latest snowboarding trip which is the perfect segue into the fear of failure and how focus, practice, frameworks, mindset, and routine help to conquer it. Leaning into the fear and taking action strips the power it has over you and builds confidence.  We all know what we've read in books and the advice we get, but all that can go out the window when you’re in a fearful moment. They also reflect on keeping it simple. When you find a system that works, stick with it, and let it evolve naturally. Constant tweaking never lets you know exactly what is or isn't working. When you find it - practice and consistency are the key. They also discuss the idea of "finding the switch" that takes you into the zone of mental and or physical focus, finding things that make you smile to let yourself not get fixated on the negative or unimportant things around you, and how Rachel used a garbage can to help overcome her fear on the ski lift! Rachel Pitts is a mom, IFBB Fitness Pro, and Mental Management Coach. Her first career in dance spanned the stage, television, and film. Parallel to her dance career, Rachel pursued fitness as a group instructor and personal trainer, racking up 20+ years of experience in how the human body moves and functions. Most recently, Rachel also entered the bodybuilding industry, where she earned her IFBB Pro Card in fitness division. She found that the Mental Management System is perfect for handling the pressure of the competitive arena and became a Mental Management Coach. Mental Management is the process of improving the probability of having a consistent mental performance under pressure, on demand. Rachel has also spent 10+ years in the real estate and mortgage industry and was also one of the original co-hosts of WYMWYA with Gina for the first 3 years of the podcast. Get Rachel's Book here If you want to level up your mental game in athletics or sales, reach Rachel at yourultrafitlifestyle@gmail.com or 843-424-0995. Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Today is a special day. Gina’s guest lives a big, successful, and adventurous life. You may be living a big life right now, or a not so big life with your eye on something more. Either way Sarah Weaver, author, speaker, coach, real estate investor, and business owner, can make it as big as you dream it to be.  She runs three businesses that serve both real estate investors and real estate agents and owns 19 rental properties in 4 states. She does all this while being a nomad for the last four years and planning incredible international trips for potential real estate investors with her Invested Adventures program. Invested Adventures is an amazing way to experience a dream vacation while making invaluable relationships with like-minded people. It gives you a better insight into the decision to work with Sarah’s mentorship program. This gives you access to her rolodex of professionals and her deep knowledge of nearly every type of real estate investing. While this type of lifestyle seems out of reach to most people, Sarah helps people to make it a reality. She talks about how she started down this road and gives incredible insight into making your dreams a reality. Sarah coaches and advises people on how to reach their goals through real estate; from those with no job, to people with a large amount of cash or equity in their home. Gina and Sarah also discuss the importance of mentors, how it’s all about connections, how delegating and getting help is the only way to really grow, and aligning your strategy with your goals. Sarah has invited all Warners to epic adventures with real estate investors. Simply put your email here so you are notified when I announce the next trip. Hint: we are thinking Thailand and Croatia. Hope to see you there!  Anyone can book a one-on-one consultation with me here or join my Mentorship Program. Listeners can purchase my book here. Use SARAH for 10% off.  Sarah Weaver is an author, speaker, coach, real estate investor, and business owner. Sarah runs three businesses that serve both real estate investors and real estate agents. She travels the country coaching real estate agents and hosting intimate retreats for investors. Talk about a dream life.  Invested Adventures hosts epic events for real estate investors all over the world. Sarah is taking 18 investors to hike Patagonia and 12 investors on an African Safari 2023. Arya Design Services helps investors analyze, furnish and launch their furnished rentals nationwide. The Sarah Weaver Mentorship Program serves investors looking to grow their portfolios no matter where they live. Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

One of our favorite guests is here today. Jeff Bajorek, top seller, author, speaker, and all around great guy. Gina and Jeff begin by talking about the term “authenticity” and agree it has been beaten to death. They shift the discussion to the journey of closing deals and how it can be rife with failure. The client may be failing in certain areas and is looking for solutions, and you may have failed in your initial approaches to deliver the right solutions. But if you have the skill and fortitude to establish a relationship, you find that magical moment where it all comes together. A trust and a partnership is created. Jeff shares about the sometimes long road of building a relationship with prospects and the difference between creating a true emotional and personal connection, and just trudging through mediocrity. They also talk about the importance of fun in the selling process, leveraging Chat GPT to assist in your selling, reframing prospecting, and the power of belief and trusting yourself. Connect with Jeff Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!  

So what's better than one Master Trainer and Coach from Sales Gravy?.. You guessed it - TWO! Gina welcomes her friend and fellow Master Trainer, Sarah Greer, to the show today. From the start, this episode is about leadership. Sarah and Gina get into what makes a leader and their responsibility to create an environment that gives value to their team members. Sarah talks about the importance of structure, consistency, fairness, positivity, and timeliness. These are values that influence the team to emulate them.  They also discuss how praise can be a motivator for high performers, but can leave those behind them feeling resentful and ignored. It’s the balancing act of leadership to make all the members of your team feel appreciated and supported, while also making sure that high performers feel the love.  This episode gives tip after tip and insight after insight on how very simple actions can make an enormous difference in how to be a more effective leader, and how your team responds and performs. Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

She’s baaaaaack!! Yes, you read the title of the episode correctly. The original co-host Rachel Pitts has returned to sit in the guest seat this time. She also comes with information about her new book and a bit more muscle! A simple description doesn’t do this episode justice. This a conversation between two old friends with a lot of history, and they pick right back up where they left off over a year ago. While Rachel’s book 'Bodybuilder Basics' is about fitness and competitive bodybuilding, but it creates a jumping off point into a much larger discussion on life and business. It gets personal, moving, and motivating. So be sure to listen and share this special episode with someone that you know could use some inspiration and clarity right now.   ------------------------------------------------------------------------ Rachel Pitts is a mom, IFBB Fitness Pro, and Mental Management Coach. Her first career in dance spanned the stage, television, and film. Parallel to her dance career, Rachel pursued fitness as a group instructor and personal trainer, racking up 20+ years of experience in how the human body moves and functions. Most recently, Rachel also entered the bodybuilding industry, where she earned her IFBB Pro Card in fitness division. She found that the Mental Management System is perfect for handling the pressure of the competitive arena and became a Mental Management Coach. Mental Management is the process of improving the probability of having a consistent mental performance under pressure, on demand. Rachel has also spent 10+ years in the real estate and mortgage industry and was also one of the original co-hosts of WYMWYA with Gina for the first 3 years of the podcast. Get Rachel's Book here If you want to level up your mental game in athletics or sales, reach Rachel at yourultrafitlifestyle@gmail.com or 843-424-0995. Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

Personal brand, personal brand, personal brand… Did we mention that enough to effect the algorithm? There are some people out there that can help us with this and Gina knows one of them very well. Abby Lester is the Marketing Director at Sales Gravy and she’s here to guide us on how to stand out in the sea of social media, grow your brand, get noticed, and create in new eye-catching ways. Gina and Abby discuss if Facebook is just for old people, and question if it’s too personal for professional posts. Know when to take emotional risks to give people permission to be more open and trusting of you, and how to know when it’s too much. Abby gives insightful tips on the most impactful things to post on LinkedIn by combining the professional with something personal, the effectiveness of piggybacking on your company’s posts to boost your personal brand. She says not to be afraid to do something different to shake up the normal, often flat terrain, of LinkedIn. A little disruption, especially visually, can go a long way. Abby details the best way to start getting noticed by a wider audience on social media, and no it isn’t posting 20 times a day. She also talks about how knowing the ultimate goal of social media companies can guide you on how to interact with it, and how to know where your audience is. Abby closes the show with a lengthy list of all the best creative tools to use to get your message out there, and how to spend as little as possible while making the most impact. Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!  

Welcome to part two of this incredibly informative series. Today we are shifting direction and taking a deep dive into the recruiters and the potentially recruited.  Because this is Susanna's expertise, she and Gina start off discussing the most effective strategies for recruiters to find and retain top talent. Susanna starts discusses the need for a solid recruitment strategy, how to avoid panic recruiting, deciding whether to invest in over-recruiting, heavily In training and onboarding, or both. They talks discuss the importance of nurturing talent from within an organization, and hiring based on certain characteristics even if their isn’t an official position at the time, and thinking two steps down the road for a high quality candidate. Then they flip the script and look at this from a the other side -  people looking to change careers. Susanna gives some excellent advice on mindset, and discovering what it is that you really want, effective cover letters, leveraging your network, pursuing both active and passive employers, trusting your gut, protecting your turf, knowing your unique selling point, and Susanna shares the effectiveness of “the 3 P’s.” Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.  

We’ve all seen the term “quiet quitting” and “quiet firing” over the last year in the headlines and on social media. But what does it really mean? Gina and Susanna define these terms and dig into how it may affect you in your current role. It may seem new, but they have been known by different names for decades. Gina explains what the common denominator is that allow both of these things to happen. They discuss how quality recruitment, strong company culture, clear communications, and keeping employees genuinely engaged are the biggest steps to combat these phenomena. They also explain strategies to employ in order to combat an unwarranted quiet firing situation, and how employers can justify terminating someone who is quiet quitting if they have the right framework in place to measure employee work standards. Gina and Susanna also come up with the 4 C’s of communication that would help to avoid either of these situations from happening.    This is the first of a two part series covering two different topics that you don’t want to miss, because you want to be prepared if you find yourself in either of these situations.   Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Happy New Year! We are celebrating the FIFTH Season of the show!! Today is all about getting real, raw perspective and insight. First, get some inside information on Gina’s book... or is it books?... She discusses how the process of writing has helped her discover so many experiences and stories from the past that have helped to shape her over the years. It also has led to some revelations of how to leverage talents she already has in new ways. Susanna and Gina discuss the importance of the story structure in our lives. Heroes, tragedy, struggle, triumph… they all play a part in what happens to us each day, each month, each year. It also gives perspective of how people view each other, and how our insecurities are almost always overblown. Then Gina talks about how at the beginning of each year, she choses a word to define her purpose for the next twelve months. She reveals two words for this year that may inspire you to shake things up. Which leads to Susanna telling her word for the year, which is one that nearly every listener can relate to. Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

We can safely start with the premise that most of your clients and prospects have certain commonalities, but that each one is unique when it comes to connecting with them and building trust. People buy from people they trust, so being able to employ different methods of relationship building is essential to making a sale. Today Gina and Susanna reveal some of their most tried and true methods, what has worked, what has failed, some pro tips, the importance of respecting boundaries and open communication, gifts for clients, the misstep of making assumptions, the importance of follow-ups and review, how creating quality relationships creates further opportunities and deals, working the long game, weak words, and so much more.  This is a perfect episode to jumpstart the new year and will help you to transform your process in ways that will reap tremendous rewards. Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

As we approach the end of the year, the thoughts of gifts and what next year might bring come to mind. Susanna poses a question that encompasses both of these things. If your gift this year was to be given a choice of one extraordinary sales skill to use in 2023, what would it be? Gina and Susanna both share what they would choose and why. This leads to various introspective and informative discussions including the power of being good enough, increasing your success by using the resources you already have around you, avoiding burnout, running toward your fears, how to avoid letting whining (or whinging in the UK) overtake you, and contemplating if the use of humor is a tactic to disarm others or a way we arm ourselves? Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

After falling off the radar for week, Gina reveals she had participated in a mastermind retreat. This leads into today’s topic and all the knowledge and energy that she brings back to share with you. The core of the mastermind focused on mindset, systems, and self-care, and how without these in proper alignment in our lives, it can lead to burnout. Gina and Susanna talk about the four different kinds of burnout, how they can manifest themselves in your feeling and behavior towards your work, and how they alter your behavior outside of work. Gina talks about how it’s so beneficial to be around people that are similar to you and understand you, and to be energized by their ideas. They discuss the importance of setting boundaries to avoid burnout, and how sticking to those boundaries makes people respect you more. The conversation turns to time management and work-life balance, and how the management of time is the best way to work less, make more, and actually have a personal life. Listen to the end to hear Gina share her three big takeaways from her Mastermind retreat for you to learn from.   Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Today’s episode is one of the most unique, fun and unfiltered ever, and there’s one person that has a knack for bringing that sort of energy. Donnie Boivin, CEO of Success Champion Networking, Founder of the Badass Business Summit, and host of the Growth Mode podcast joins the show. Donnie talks about his first experience with a sales leader doing cold calls in front of a group. This both scared the crap out of him and also gave him the motivation to do it himself. Fast forward a few years and now you can listen and watch him do live cold calling on his podcast and YouTube channel. The group discusses the unfortunate development of ‘those that can’t do teach,’ how playing dumb can get you in the door, learning lessons from military recruiting, and how Donnie’s only goal is for salespeople to ditch the script and just be human. The best part is you get to hear Donnie attempt to make some cold calls live with Gina and Susanna, and role play a cold call as well. Check out the Growth mode podcast  Explore Champions 90  Find out more about Donnie at his website Find him on LinkedIn Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

How do people see you, both good and bad? How do you view yourself? Would we take more risks, and shoot for higher goals if we would see the strengths in ourselves that others see? Balancing perception kicks off the conversation today with an extraordinarily special guest, Heather Monahan,  best-selling author X2, Top 50 Keynote Speaker in the World 2022, Podcast Host of Creating Confidence, and TedX speaker.  Heather tells her story about her rise and fall in the corporate world, what she learned, the work she put in to build herself back up, and reward that came afterward because she put her confidence into action. The story doesn’t end there. She discusses the daunting task of writing and self-publishing her first book, which became a bestseller, and then the even more difficult task of writing her second book, finding an agent, and winning over a publisher, and the amazing story of Heather getting her own large platform podcast. They cover so many other topics including - how to balance career and being a parent, how leaders can foster confidence, the only people you should take advice from, why confidence strategies are more helpful than sales strategies, the importance of community, and a sneak peek at Heather’s future products including the title of her upcoming book. Check out Heather's Podcast Creating Confidence with Heather Monahan Find out more about all of Heather's services here and find her books here Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Happy Thanksgiving!!  While we will be focusing on things we are grateful for today, we know that it’s all too easy to slide into a negative outlook and to get stuck in a loop of frustration and cynicism. Today Gina and Susanna talk about the importance of gratefulness in our lives. Gina talks about how we have three things that we can control – our actions, reactions, and mindset. The attitude of gratitude isn’t just a platitude, it’s the foundation of resilience and creating opportunity after failure or disappointment. Gina also mentions giving yourself props and recognizing the successes that you’ve had each day. Because it can be easy to slip into a negative headspace, they discuss the idea of having a ‘gratitude buddy’ who can be there to bring you back to a more positive space when you really need it. They also get into the pros and cons of being an empath, keeping a gratitude log, the strength of people who persevere through tragedy, and how sharing your own story and listening to other people’s inspiring stories can help you to shape a new attitude of gratitude. Listen to the end to hear what Gina and Susanna are grateful for. Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

You’ve had several productive calls, a promising initial meeting, scheduled a follow up, and then… nothing. No return call or email for weeks. You’ve been ghosted. This isn’t something new for salespeople, but how do you react to it? Do you stick to it or move on to something else? Today Gina and Susanna talk about being ghosted and the different strategies to employ in various situations. They also discuss the stories we make up in our head, the lack of thought that we give to what other people prioritize, what coaching skills can bring to salespeople, how discovery can battle ghosting, at what point should you give up, and Gina goes off on a couple tangents, dropping some pro-tips that are well… very worth listening to. Plus some Halloween jokes from Susanna that may make you laugh or groan.    Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

There are many qualities that make up a successful salesperson, or sales leader. Today Gina and Susanna focus in on one of those characteristics and help you with inspiring and practical advice on how to put it into action. Courage and its role in sales. Susanna sees Gina as someone with that quality. She and Gina discuss the qualities that they believe define courage. They talk about the importance of not just doing the easy thing even when it can be scary. They also delve into the specifics of how sales leaders can display courage in their role. Not worrying about being liked, trust, reflection, being comfortable with the uncomfortable, and much more, giving specific examples of both strength and cowardice. A story about Gina’s blind date saving her life, brings a discussion of two specific types of courage - intentional and flight or fright. Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

You're savvy enough to get a list of potential leads. A LOT of potential leads. Are you going to write and send a thousand emails? Make a thousand calls? Today’s guest says that it doesn’t have to be that way. Adon Rigg, the King of Prospecting Automation, author, and founder of leadfreak.ai. Adon jumps right in and gives a breakdown of prospecting automation, using it to save time, and allowing you to focus in on potential prospects in a more large-scale way. But Gina wonders… where is the warmth? We know human connection sells, so is automation leaving some people feeling cold? Adon clarifies that automation is to narrow the field, to then allow you to deliver the personal connection to people who are more receptive. He lays out the sections of the funnel in which automation is most helpful and where it should be taken out altogether. He then delves a bit deeper and gives some examples of how to approach these more interested parties when contacting them by phone, which resources he uses to get the thousands of leads in order to let automation do the job of leading us to the most receptive people to call, and why AI is not as scary as it seems. Check out leadfreak.ai or Seamless.ai or Skrappio.io Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

So you’ve recruited someone who seems to be a great fit for a position, but do you have what it takes to retain them? This is where Gina and Susanna dive into today’s conversation. The first question - what if you started a position at a company, but then were offered a payout to leave the job? Gina takes this example from her favorite company when it comes to customer service, Zappos. She explains the extraordinary level of commitment, perks, culture, and values that come along with being an employee at the company, and how it ties back into recruiting. Susanna talks about the core issues that are needed to both attract new employees and then keep them happy and fulfilled in their jobs. They discuss the process in which companies choose their core values, and if it’s really the best way to do it, are leaders actually being an example of the company’s values or just talking about it, what defines a manager vs. leader, negativity bias, and when it’s good to show your softer side when leading a team. Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Yes! 200 episodes!!!  It's is a celebration, but also a time to reflect. Today's episode is a special message, straight to you, from the person who started it all - Gina Trimarco. This is Gina in her most inspiring, strong, and vulnerable. She looks back to the origins of the show, the devastating year of 2020, and the lessons, learning, and drive that brought her to the other side better and brighter than ever before.  Consistency, Commitment, and Confidence are qualities that are far easier said than done, and Gina explores the importance of these, plus much, much more.  Also, at 4 seasons, and 200 episodes, we want to thank each and every listener for their support and commitment to us. We appreciate you, and thank both listeners and guests for the lessons we have learned from them.  Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Gina and Susanna are back, fresh off their appearance at Outbound 2022! They are taking some inspiration from their main stage talk and bringing you another segment of Women In Sales. The conversation is about a “work in progress.” This applies to so many parts of life and career, because let’s be honest, who has it all figured out? They recount some of the comments and conversations they had at Outbound from women who were experiencing challenges trying to fit in, or not fitting in, to the boy’s club. Gina talks about a dynamic speaker that was inspirational and strong and spoke her truth, and who will also be an upcoming guest on the show. They discuss different methods to employ to make yourself feel more empowered, the struggle that leaders can face, where does empowerment begin, ideas on communicating with team members to motivate and avoid burnout, time-management and blocking, refuting negative thoughts, has covid actually hampered our exposure to diversity, and are you bolshie? Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

It may take time, reflection, and lessons learned, to align your value and your professional image. Today’s guest exemplifies that journey. Jenny Bristow, CEO and Founder of the health care marketing and analytics agency, Hedy and Hopp. Jenny is driven and determined and possibly the nicest person you’ll ever meet. In her tenure at her former company, Anvil Analytics, she realized that she was getting feedback from clients that company makeup didn’t represent the fun and innovative people that made up the core of her team. So she bought out her partner and underwent a rebrand to a new dynamic health care marketing company called Hedy and Hopp. Jenny explains the fascinating and inspiring origins of that name, and Gina and Jenny expand on when and why a rebrand is beneficial or necessary. She shares what she foresees in the future of tech and the idea that the glass ceiling doesn’t actually exist. Gina gives a challenge to gather 27 words that can help to identify your strengths and weaknesses. And they answer Susanna’s ‘would you rather’ question which could leave some of them either hungry or naked. Find out more about Jenny Bristow and Hedy and Hopp. Listen to Jenny’s amazing new podcast   Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Gina and Susanna are back with a remote recording from a hotel room in Atlanta with some champagne while at this year’s amazing Outbound Conference. Susanna asks Gina about flattery and how it effects those that give and receive it. Gina makes the distinction between honest flattery and phony flattery and shares a story where some people felt that giving a genuine compliment about someone’s appearance was inappropriate. Of course they bring this back to the workplace and sales environments. People want praise for the work they do, but often find it lacking from their managers. Gina talks about the corporate love language and the importance of leaders to know how to best treat and motivate their team members as individuals. Susanna talks about how growing up with lots of praise has both built up her confidence but also made her more needy for compliments and attention in her adult life. Which leads to the question, how do you you nurture people to self-motivate? Also, how to accept both praise and criticism in a healthy and productive manner, and the delicate nuances of the ‘shit sandwich.’ Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Today is an extraordinary episode. Who would guess a comedian would deliver one of the deepest and most thought-provoking episodes of the season? Gina and Susanna welcome comedian, impersonator, keynote speaker and improviser mindset coach, Dion Flynn to the show. Dion starts by admitting that comedy is a way to talk about heavy subjects, disguised in humor. Susanna asks Dion about intensity, and how it plays a role in the sales environment. Dion warns that certain intensity gives off the stench of desperation. Gina ponders if people who are better in personal relationships, are better in sales. Dion knows that listening is a vital part of good personal relationships and likens it to the building blocks of improv, which is grounded in listening and valuing the other people around you. So much of improv is about connection and skills in improv help you to read people and situations at a new level. True listening brings learning. So they discuss the different ways people learn and why some people are driven by learning new things while others aren’t as much, or some that choose to take the opportunity to learn when the right moment presents itself. Then things start to get deep. Conversations about addiction, DNA passed from our parents, difficult lessons from your upbringing, meditation, psychodrama, stabilizing your mind, healing old wounds, the power of stillness. Then it gets lighter with cashing in on prostate exams, presidential impersonations, searching for the love of your parents, an impromptu improv scene, and befriending and then reconnecting with Jimmy Fallon. Do not miss a moment of this unique, immersive, moving, and yes, damn funny episode. Please take a minute to share this with someone that knows you and cares about it.   Find out more about Dion. Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

What is the number one reason people leave their jobs? That probably took you about two seconds to come up with the correct answer. Their boss. And what is the most hated thing that bosses do? Micromanage. Today Gina and Susanna are joined by a fellow Sales Gravy Senior Master Trainer, speaker, and Sales Acceleration Consultant to weigh in on some listener questions. Knowing about the answers to the first questions, the group discusses what exactly micromanaging is, is it ever necessary, and why might someone use this method of management in a numbers driven profession like sales. They turn their focus to how to get up on the leader board. Brad knows that it’s about persistence, and Brad is the definition it. He tells an amazing story about keeping his schedule of doing prospecting calls even on December 30th and what results he got. They also discuss the fine balance between persistence and pest. Another listener question is about being a top performer, and we know there may be a lot of top performers listening right now. She asks, because I am a top performer, I am singled out when I’m doing well, but also singled out if I make the smallest mistake, which makes me want to take more of a back seat. Both Brad and Gina respond with their own experiences. They delve into generational divides, and how perception may not be reality. The last listener question asks, My sales manager gives me a million things to do, and I don’t have enough time in my day to complete the asks. How do I manage this upwards? Brad responds with a fascinating statistic on the weakness of multitasking vs. time blocking and prioritizing. PLUS! Susanna puts Brad on the spot with Truth or Quiz. Find out more about Brad here and here  Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Yes! After more than a month, it's that time again. Listener Question's Anwered!! Today Gina and Susanna go rogue and give some real talk about issues that listeners have submitted. The first question is from a woman that is wondering if she should go into sales and what are some of the pitfalls. What follows is an incredibly nuanced discussion about both women and men in sales and business. Susanna begins by sharing her fascination with Lifo, which determines  management styles -  Controlling, adapting, conserving, supporting, and how stress can change your natural style to another. They talk about how women are often left feeling disregarded, ignored, talked down to, the list goes on. Gina points out that it can be dependent on the workplace. There are some that perpetuate the stereotypes and “traditional” roles of women vs. workplaces that have evolved in a way where women feel free to be themselves, speak their voice and feel recognized equally. Too often we see male managers or executives that confuse passion or pushback from women as being “too emotional.” Susanna contends that it's a bigger thing, because so much is wrapped into societal views, and how much is ingrained in us. Gina contends that with women in sales so much of how we act or react in a workplace hinges on the environment in which we were raised. Susanna adds that this is truly something bigger, and they discuss how much is ingrained in both sexes that can make it difficult for men to recognize and conversely for women to be recognized. And how much of the responsibility is laid at the feet of leadership and fostering a culture of inclusiveness and equality among the team. They conclude with stories of women that have inspired them in their life and careers, and that there is a lot to learn from both male and female coworkers. PLUS!! Gina includes a new segment on the show - Ask the recruiter! Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

We all know certain people that have that presence. We’ve all seen people who demand attention by just walking into a room. What is it that creates this sort of magnetism? While you may think you either have it or you don’t, Gina and Susanna dig deep into ways that everyone can kick their presence up another level. Susanna explains ways to use body language, eye contact, and yes, even manufactured confidence to not only win over those around you, but to actually win over yourself. Genuinely becoming more like that person that you’re portraying. Gina talks about spatial presence and how to be acutely aware of your audience whether in person or even virtually. She gives examples of how to prime an audience and get them energized in order to keep them more engaged and captivated… in you. They continue discussing other ways to build your presence. Mindset, how you dress, the calm confidence given from meditation, being able to pivot in how you interact with different personalities, and how energy is infectious. PLUS! Listen to the end to hear Susanna’s 'hire, date or fire question.' Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

We all start somewhere. Not all of us start from scrubbing toilets to CEO of a multi-million dollar company. But today’s guest, Brandon Bornancin, best-selling author and CEO of Seamless.ai, did just that.    Selling ice cream at 14, janitor of his elementary school at 15, and then onto working at a call center soon after, opened his eyes to the possibility of sales. His experience growing up hopping from garage sale to garage sale and eating canned food solidified the mindset that there had to be a better way to live. Enter Jerry from Jersey, swooping by in his convertible Mercedes, cigarette dangling from his lips, giving Brandon the advice of – “learn how to sell” and then peeling off. So sell he did. Listen to Brandon’s engrossing stories of high highs and crushing lows. Then keep listening to hear about Seamless.ai, the company making profitable relationships and new revenue, seamless. Brandon explains the company’s philosophy of stripping people of their limiting beliefs and building them up to be able to do anything they set their mind to. Creating and reinforcing the mindset and the habits that lift people to success, and then celebrating that success. He describes the extraordinary rise of his company and how the key to all sales success is having the “list”. Luckily Seamless.ai has the list of every person, everywhere that you need to sell to. A real-time search engine to find any contact in the world. Do NOT miss any part of this episode. It could truly change your life. Find out more about Seamless.ai Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Gina and Susanna are thrilled to welcome back one of our very favorite guests here, Donald C. Kelly, author, Founder and Chief Sales Evangelist. When Donald last visited, he told the story of growing up in Jamaica and selling mangos at a fruit stand. He learned early on that many people sell the same thing, so it’s vital to know how to differentiate yourself. Gina recounts a story of being drawn to a lemonade stand in her neighborhood because it offered a free Oreo cookie with the purchase. This starts a conversation on how to look towards kids and their lack of self-consciousness in order to better our own sales process. Donald talks about the subject he’s bringing to Outbound - time management. Differentiating the tasks that will bring more opportunity to sell. and focusing on results over quantity. He gives other tips on how to save time and employ strategic delegation to be able to focus on what is most important and profitable to you. They continue with the important details that can be put in the CRM in order to be used later to leverage a sale, or at least avoid losing it. Find Donald on LinkedIn and The Sales Evangelist Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.  

Today Gina and Susanna welcome back a good friend, sales coach, author, renowned international speaker, and Alien of Exceptional Ability (you'll have to listen to find out), Bernadette McClelland,  Bernadette dives right into her specialty, sales Leadership. She talks about the different types of sales leaders. Micro-managers, glorified sellers, deal-makers, needle movers, courageous leaders and more. She expresses how top leaders have empathy, are present with their team, put their egos to the side, while simultaneously being outcome focused, aspiring for better, and inspiring their team for growth. There is a balance to it that isn’t always easy. They discuss the power of cultivating ideas from your team to build trust, and the difference between being task-focused and purpose-focused. The conversation turns to feedback. People that arrive in leadership positions should be proactively looking for feedback from their team. They should receive it with an open mind and work to improve in any ways that they can. Also looking to other leaders as mentors can be invaluable. Finally Bernadette explains the effectiveness of ‘storyselling’, and the three components of it, storytelling, storycatching and storyseeking. And of course they get into much, much more including Bernadette doing sales role play with both Susanna and Gina, and she explains the amazing difference between “what” vs. “why.” Find out more about Bernadette Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Are you an introvert or extrovert? After listening to today's episode you may be surprised. Matthew Pollard, author, keynote speaker, and rapid growth business authority, joins the show to talk about what he knows best - the "Introvert's Edge."   First Matthew, Gina and Susanna discuss what really defines an introvert and extrovert. Matthew then delves into introverts natural strengths, like listening and being empathetic. What an introvert needs to go to the next level is practice. Practice with wording and delivery which brings security and confidence in presentation. This allows them to move to active listening and being vulnerable with the audience which is what draws them in emotionally to them and their story. He also talks about the importance of systems and whether you are an introvert, or an extrovert, training and systems are needed. The ones that use them are the most successful. He then touches on the fact that many people think they have to push themselves to act extroverted to be successful in sales and networking, which he will explain, just isn’t true. Also, find out if Gina and Susanna are introverts or extroverts. Find out more about Matthew and how he can help you. Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Today Gina and Susanna welcome Stu Heinecke back to the show! Stu is an author, speaker, a WSJ cartoonist, and is known as 'The father of contact marketing.' He will also be presenting at this year's Outbound Conference. He starts with the subject of his latest book, How To Grow Your Business Like a Weed, and how people in business and sales need to strive to act more like a weed. Persistent, relentless, adaptable, overtaking territory, probing every possibility to take root and grow. How are weeds able to do this? Stu explains that it’s because they have many unfair advantages, and he shows you how you can discover your unique unfair advantages in order to leverage them. He continues giving priceless advice on how to stand out, how to get any meeting, humanizing yourself, making yourself irresistible to potential clients, the superpower of engaging both the right and left side of your brain, and using “yes and” to pivot out of anything that’s thrown at you. Go check out all of Stu's books books, including How To Grow Your Business Like a Weed Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

As we ramp up to Outbound 2022, Gina and Susanna are bringing some of the amazing speakers that will be at the event on the podcast. There's no better way to kick it off than with the incomparable Anthony Iannarino. Anthony gives a sneak peek of what he is bringing to the Outbound stage, discussing personality types and sales. He will help you to sharpen your message to clients by knowing how to avoid triggering them, how best to build a relationship with them, know what motivates them, and how to get their buy-in. The group discusses how to be cognizant of where you’re selling. Each geographic area of the country brings its own diverse communication and regional attitudes. If you don’t adjust accordingly, you could lose a deal before you even start. Anthony tells an incredible story about how knowledge that comes from personal experience beats theoretical learning any day. He also gives insight from his new book 'Elite Sales Strategies' including the mistakes being made by sales leaders when it comes to increasing effectiveness of the sales team, the wrong questions that salespeople are asking which tanks their positioning, knowing the problem, using discovery to get to the root cause and then leading them to change. Plus, why to drop your logo list, the importance of truly differentiating yourself, why to act like a consultant, an overview of the sales landscape during the great resignation, and lessons he learned from his mom. Get Anthony's new book here! Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Are you a salesperson? Is that your title but you really don’t feel like you are one? Do you feel like one, but you're still running into situations that derail a deal and you’re not sure why? Today Gina and Susanna talk about some of the most consequential faux pas in selling. Covering the big topics and then giving you golden advice on how to improve in these areas. The importance of mindset, visualization, and having concrete monetary goals in order to be the best salesperson you can be. They discuss how there are some skills people are born with and some skills that you learn from your environment growing up, but that training is the real key which makes being great at sales a reality for anyone. Gina insists that training alone isn’t enough. You can know what you should be doing, but if aren’t applying it and practicing it consistently, then the training is wasted. They explain the power of swagger, how to avoid getting into the “friend zone” with a potential client, putting aside preconceived ideas during discovery, closing on clients that aren’t a good fit, being open to pushback, taking the focus off yourself and making other people look good, how persistence pays off, and why Gina doesn’t carry business cards. Make sure to listen to the end to hear Susanna and Gina give a very personal “reveal or be quizzed” answers. Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Back by popular demand, it's just the ladies going rogue and sharing their insights and unique perspective on sales. Today they are talking about the correlation between selling and dating and relationships. Discussing how new prospects are always exciting, sometimes after you close the deal the effort to keep the client happy drops off, wondering if someone is playing the field when you think they’re committed, the importance of consistent and honest communication and building trust, the difficulty of walking away after investing so much into something, knowing that feeling of connection and alignment,  and playing the long game. They then shift to the topic of humor in sales. Using humor to disarm a client, to get through and awkward moment, and to be vulnerable and put people at ease. Gina talks about the keys of repetition and contrast, relatability, delivering the unexpected, and paying attention to audience behavior. PLUS! Get some sneak peak info on Gina’s upcoming Selling With Humor Course. Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Today Gina and Susanna are back with what is quickly becoming a fan favorite. They are again taking listener's questions and digging into them, giving you real world examples, advice, and training on how to level up your sales game. And this time they cover one of Gina's favorites, discovery. The main questions asked on this episode are:   +How can I show a client that I’m actively listening? +My client complained I never get to the point because we do such a deep discovery, they feel it goes around in circles and they want to get to the proposal more quickly. (ie. I just want to know how much this is going to cost) +How can I make my client feel at ease on a discovery call because often they seem inhibited? Within their answers they talk about "golden" discovery questions, how to balance a framework and genuine conversation, the power of “tell me more”, why preparation is everything, ways to disarm your prospect, having attention control, tips for remote video meetings, doing “call-backs”, and Susanna tells her number one reason why people are failing at discovery calls. More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. Susanna is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

On today's episode, Gina and Susanna welcome the incredible Amy Franko, sales strategist, consultant, trainer and key note speaker. Amy begins by delving into the mindset of leaders and  companies in the current economic climate. There are those that are holding back and shrinking, and there are those that are continuing to invest and grow and leveraging opportunities. She explains that sales strategy and skill development that is championed by company executives are the ones that find the greatest success. They talk about the value of high-quality recruiting, and how losing a sales professional can mean a huge hit to your P&L in both hard and soft costs. Amy also talks about her book, The Modern Seller and gives five capabilities of a successful modern seller. She also explains how her work as a consultant, trainer and skill development coach, leads to discovering other needs within sales within an organization which leads to long term advisory work.  They also discuss the feeling of being back to selling and interacting in person, their best ways to “operationalize the day” (Trademark Gina Trimarco), the importance of silence, why people quit sales, why patience and persistence are the key to change, how coaches need coaches, and is it possible to over learn? Learn more about Amy Franko Buy The Modern Seller More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. Susanna is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.    

Today’s show is incredible because you get not one but two guests who are leaders in the highly competitive travel and vacation rental market. Annie Holcombe, formerly of Expedia, and now VP of Business Development at Lexicon Travel, and Alex Husner, CMO at Condo-World. These two along with Susanna it makes three blondes today, so Gina is coming out strong to represent the redheads! Gina starts out recounting the origins of the podcast, the name, and why she started it almost four years ago. This of course leads into an amazing, organic conversation about women in business. Both the good and the bad, and group gives insights, tips, and personal stories of their experiences. Alex describes how being assertive can often put women in a bad light but men in a positive one. Annie agrees that there are still many places where “the old boys’ club” is in full effect, and how it works to keep women quiet while being a major barrier for them to move up the ladder. Gina and Susanna explain about so many of the qualities that women naturally bring to the table that make them strong salespeople, like curiosity, relationship building, asking questions, and building bonds with clients that carry on long after the initial sale. They also talk about how Covid hit women hard in their careers, the beauty of confronting belittling behavior, and how other women can sometimes be the bad guy. The discussion turns to the power of authenticity, loyalty, knowing your path, being confident in what you want in business and life, and standing in your brand. Exactly what a woman your mother warned you about does. PLUS! Listen ‘til the end when Alex and Annie share two phrases that could change the way you approach everyday difficult situations and reveal more opportunities. Listen to the Alex and Annie podcast  Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. Susanna is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

We all have a moment where we must approach a customer with price increases. It’s a painful and nerve-wracking situation. But the reality is that price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. So how do you get past the fear and doubt that surrounds this? Well, you listen to today’s guest - Jeb Blount who has just written the most comprehensive book ever on this subject – ‘Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers.’ He begins by talking about the importance of shifting your viewpoint and thinking of sales increases as part of the sales and account management process, and an opportunity to build deeper relationships with your customers. Let’s be clear, Jeb hates price increases. He shares the story of his first experience with it, the mistakes he made, the anxiety he felt, and procrastination he implemented which made it worse than it already was. He knows the fear of losing the customer, the fear of losing orders, the overall fear of rejection. But being Jeb Blount, he also learned from his mistakes, and now you can learn from him. He built a plan and messaging to make price increases a much less painful process going forward. You’ll want to hear every word that Jeb has to offer on this subject. If you’re handling your customer well, they are most likely not going anywhere. The fear is all in your head and Jeb explains how to get past it and the importance of selling yourself on the increase before selling it to someone else. Walking in with the confidence that you transfer to the customer, and not doubting yourself before you even step foot through the door. In his book, Jeb has eight narratives that he uses with clients, and he shares a couple of those today as well. He continues by giving insightful information for sales leader to lead their teams in the best way to articulate why price increases are necessary, and specific frameworks to handle objections. Pre-order Jeb's new book NOW! Go and get more training on what you listened to today at Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. Susanna is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Today’s episode starts off on the topic of hustle. Successful salespeople know exactly what Gina and Susanna are talking about. It’s the key to getting you to those closed deals, and necessary when you need to dig yourself out of a low point. They discuss what motivators they have for sustaining their drive, both positive and negative. The importance of positive energy, visualization, and collaboration. They get into a conversation about pricing, perceived value, delivering value, the importance of asking ‘why’, and how Susanna puts a stop to interview no-shows. Both Gina and Susanna divulge the best sales books they’ve read recently and share tons of tips along the way. You’ll also hear the most… intimate English vs. American Word of the Week, and a rather unsettling Would You Rather question from Susanna. This episode has truckloads of amazing real-world sales and business tips and advice, and you’ll be laughing the whole way through. Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values. Susanna is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

How many kids do you know dream of being a car salesperson when they grow up? How many people do you know that excitedly voice their love of salespeople? We can safely say that today’s guest has a different outlook than most people, which makes him an excellent person to learn from. Joe Caruso, sales coach, trainer, author, and CEO of Do It Today sits down with Gina for a straight-talking interview with tons of great content. Joe talks about the importance of being able to shut and listen, neuro-selling, the power of enthusiasm, the importance of scripts and practicing those frameworks enough to be loose and natural while selling. He also took some of Gina’s courses, and they discuss how practice helps to read people, how to listen, collaborate, be curious, and how to respond nimbly which makes both improv and selling work. The conversation continues about car salespeople, their reputation and effect on sales in general. Joe emphasizes the importance of selling the right way no matter what the industry. He reminds us that acting in your customers best interest, is also acting in your own best interest, the power of discovery, how auto sales techniques are incredibly transferrable, and Gina recounts a story that shows how differentiating yourself can win you life-long clients. PLUS! Joe gives Gina some advice on how to get her book finished! Come and grow with Sales Gravy & Sales Gravy University Find more about Joe Caruso Check out 99 Objections – But Closing Ain’t One Find him on LinkedIn More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Your voice. There are so many ways to look at it. Standing up and letting yourself be heard. Your communication skills with potential clients. Your inner voice that may push you forward or hold you back. All of these things are are covered in today's episode with one of the greatest voices in sales. Jeff Bajorek, Leadership and Management coach, corporate and executive trainer, author and speaker is back with Gina and Susanna.  As you know, this show doesn't follow any script or boring pre-scripted questions. Today's discussion starts with talking about Jeff's amazing voice. Yes, just listen to it. But it goes well beyond that.  Your voice is what sells. It's finding common ground with prospects to close a deal, it's the voice that finds a balance between pushing for a sale and being patiently empathetic with a potential buyer.  Jeff also talks about the voice in your head that keeps you from cold calling. The voice that actual picks up the phone and talks with sales leads, the one that leaves actually leaves a voicemail, which is another chance to let someone hear your voice and presence. Susanna poses the question if people are born sellers or if they can learn to be salespeople. Jeff considers the perception around sales and how it keeps many people from even pursuing it. He also explains the importance of focus, not spreading yourself too thin, and to do the things that give you the best results and do them well, how imposter syndrome never goes away but just changes, and if you feel completely comfortable and that you belong, you aren’t pushing yourself enough. PLUS! Hear what Jeff will be speaking about at Outbound 2022, and the inspiring atmosphere that only Outbound can deliver. Find out more about Rethink The Way You Sell Listen to Jeff's new podcast  Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.  

The amazing Amy Hrehovcik, one of the most innovative voices in sales, joins Gina today as Susanna takes a much needed rest coming back from the States. Today is unique and fun, as Amy talks about her idea of a murder mystery game as a teaching tool for sales teams. Stripping away the tired old instructional methods, this is an unconventional and engaging activity to test the effectiveness of your sales motion. The discovery process, motivation, uncovering who is behind objections, the right questions to ask, looking for clues, and digging for answers while having fun and creating relationships. But instead of figuring out who killed the poor guy lying on the floor with a knife sticking out of his chest, you're deciphering who murdered the deal. This brings the topic of improv comedy, and Gina explaining how to look for cues and reactions, figuring out your audience, knowing who you're really performing for, and compelling people to buy. Amy discusses the importance of learning the science before creating the art and discovering all of the background that can influence the sale. Enjoy this completely out of the box and incredibly informative discussion that can help you reflect on ways to raise your sales strategy right now. Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Back by popular demand, and the number of great questions that keep coming in - Gina and Susanna continue their series on Sales Leadership and give detailed and thoughtful answers to questions that have been posed from the show's audience.   This episode's questions: What advice do you give me for things that are out of my control because a director above me won’t spend on the resources needed to make us better? How do I change a negative atmosphere into a positive one? We are a sales environment and sometimes I feel like I just want everyone to cheer up!!! One of my team members told me yesterday that I’m such an amazing friend to them. I am not their friend and it made me worried that my team don’t respect me. How can I ensure I don’t lose their respect? How can I give myself more time to be everything to everyone? Manage up and down, delegate tasks, utilize the skills of your team and be proactive with your manager? Also you may hear a little about Gina's bachelorette/hen party, find out about the one job that Gina has ever been fired from, and Susanna coming to America and discovering... Jello shots! Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

We get a lot of big names coming through each week, and today is one of the biggest! Andy Paul, sales leader, coach, speaker, best-selling author, podcaster, the list goes on and on.  Andy begins by talking about the key to finding good salespeople. Finding the right fit for the organization tops the list. Without that, the skills and track record matter much less. He recounts how his parents would push him to engage in conversation with adults and others where there was a mismatch in status. This prepares people in professional settings, especially sales, to engage easily with executives and decision makers. They get further into the discussion on what attributes are best for a sales person. Andy talks about hiring someone who most would never see as a traditional salesperson, but he was a curious, open-minded problem solver which is what buyers respond to. This segues into Andy's signature 'human-centered selling.' It's about dropping the script; listening, understanding, and reacting in the moment. The show continues with more insights and wisdom that only Andy can bring. When prospects view all salespeople as the same, how can you be the difference? Who is the biggest influence on your sales development? Andy's six types of questions that reveal buyer's challenges, reshaping the definition of productivity in sales, and why quotes hamper outcomes.   Find out more about Andy And his books like the new Sell Without Selling Out Listen to the Sales Enablement podcast Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.  

Are women treated equally in business? This is the question that Susanna posed in an online poll, and poses today on the show. It just so happens that she and Gina have the perfect guest to discuss this topic, Cynthia Barnes, award-winning sales influencer, keynote speaker, LinkedIn Top Voice, and the National Association of Women Sales Professionals and Barnes Sales Institute founder. Along with discussing Susanna's question, they get into the different ways that women approach advancement opportunities as opposed to men, why there's a tendency for some people to emulate top performers instead of selling as themselves, perception vs. data, equity vs. equality, the essential trait of resiliency, and being celebrated - not tolerated. Continue listening to hear about companies who want to attract more women in sales, but don't have a plan beyond the hiring process, Gina's process of analyzing weaknesses and threats among sales teams, and how true change always comes from the bottom pushing up. Cynthia also talks about her association that is helping women reach the top 1% in sales, while allowing them to sell as they are, in their authentic voice, and in turn creating a network of professionals that is supportive of a truly diverse workplace. Find out more about Cynthia Find out more about NAWSP   Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

What is leadership? How do you lead effectively? What is Servant Leadership? We've all seen leaders across the spectrum. Ones that help to create a thriving team, ones that are at the top of a group that rots from the head down, or many fall somewhere in between. Today's guest knows that there is an art and science to it. There may be born leaders, but anyone with the ability to learn and complete tasks can do it. Beth Incorvati, Executive Business Consultant and Coach, and Founder of the CEO Sister Circle, joins Gina and Susanna for a show jam-packed with extraordinary advice. Beth explains that if you learn and embrace aspects of good leadership, incorporate them into your own life, it creates sound decision making for yourself. Then your ability to manage and direct a group becomes exponentially greater. She uses a reverse approach with those that she leads. Beth knows that people's lives enter into their work, so first knowing about their life is vital in knowing how to best engage, inspire, and lift them to their goals. Gina brings that idea into the realm of emotional intelligence and its pillars of self-awareness and social awareness, and Susanna poses the question of how to best manage in a remote setting. Then the conversation turns to Beth's expertise in real estate and mortgage lending and the rollercoaster that it has been in recent years. They focus mainly on the sales and leadership aspect. How relationship building, an entrepreneurial spirit, self-promotion, and just plain hard work are essential in this business and will set you apart from so many others. Beth also talks about her incredible Agent Activator program and her exclusive CEO Sister Circle.   Find out more about Beth Find out more about Agent Activator Find out more about CEO Sister Circle Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

We all know that Gina champions the idea of telling stories to create connections and make sales. Today she may have met her match. Nick Capozzi, Head of Storytelling at Demostack, joins the show. Nick built his sales skills with fifteen years in cruise industry. But he wasn't the cheesy, pushy salesman on deck. He had conversations with guests, answered their questions, and helped solve their problems, which then organically drew them to his onboard sales presentations.   This episode isn't just about stories that you tell in order to build relationships and sell to clients. It's also about asking the right questions to prompt prospects to tell their story to you, which in turn creates trust, which leads to a sale. Beyond that it's also about the stories we tell ourselves. When we doubt ourselves, and worry about rejection or failure, are those true voices in our heads or something manifested from our past or those around us?  This is a fun, complex, educational and thought-provoking episode with one of the pioneers of social selling.  Find out more about Nick and Demostack Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Sometimes people just click. Today is one of those days. Listen as Gina, Susanna and their guest, Amy Hrehovcik, meet for the first time and talk like they've known each other for years. Amy is the Head of Community at Salescast, and host of the Revenue Real Hotline podcast. The focus of this episode is about being better. Being a better person, a better friend in relationships, a better co-worker, and yes, a better salesperson. Amy begins the discussion by stressing the importance of personal growth through getting out of our comfort zone and being ok with being uncomfortable. Susanna poses a question about personal and professional relationships and if growth in one reflects in the other. They continue delving into mindset around difficult conversations, avoidance during sales discussions, biggest fears, getting over the money ask, what it feels like to both understand and be understood, the reality of being new on the job, the public's view on salespeople and salespeople's view of their performance, and with all that - where can we begin, being better. Learn more about Amy and The Revenue Real Podcast Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.  

Do you have a 401k or IRA, but you don't really know where your money is or how to reach financial goals for retirement? Fear not, Gina and Susanna have brought back Camille Clemons, Executive Director of Business Development at Cohen & Company to talk about ETF's (Exchange-traded funds) which have been an innovation in investing over the last 25 to 30 years. Camille explains the differences between ETF's and Mutual Funds and the necessity of using a professional investment professional. She also guides you toward resources and explains the range of investments such as those that align with your values, or ones that are more hands off if you want to set it, and forget it. The discussion also touches on the pivotal role that women played in the birth and rise of ETF's as an essential investment tool. And of course, don't miss Susanna's "would you rather" question. Find out more about Camille and Cohen & Company Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

If you want to know more about marketing and branding, and its relationship to sales, then today's guest is the one you've been waiting for. Gina and Susanna welcome Kristina Jaramillo, President of Personal ABM, to the show. People often think of branding as something that is exclusive to companies. But Kristina explains that personal branding is actually stronger than a company brand, because you sell to people, not to the business. The truth is, your personal brand does a lot of the work for you. It lets potential clients see you as someone that will bring value, not just someone that's going to pitch them. Kristina discusses the way the pandemic changed selling, branding, and LinkedIn for better or worse, and the missing link in many account based programs. She also talks about the importance of consistency and congruence in your messaging and outreach, and in specificity when targeting accounts and the gaps they have that you can fill.  She emphasizes doing your homework, building relationships, and not telling a prospect how great you or your company is, but showing them through success stories and examples allowing them to decide that you're the solution they're looking for. This is where marketing is key in getting deals over the finish line, and the symbiotic nature of sales and marketing teams is where success is born out.    Find out more about Kristina on LinkedIn and more about Personal ABM.    Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

What do you hope for from a guest for the podcast? How about high energy, witty, and fun, sharing extraordinarily valuable information all brought to you with sensible, midwestern charm? If so, then Gina is delivering you this today all wrapped in a bright package, with Phil Gerbyshak.  Phil talks about his new gig at BambooHR as a Senior Sales Enablement Program Manager, and how it's refreshing to be part of an organization which lives it's culture. This leads into a discussion on core values, learning from your clients, coming to realizations of what people know (or don't know) about you from the content you share, how to not be over or under "salesy," and how to stay sharp. They also discuss Phil's bold style and brand, his social media savvy, why NOT talking business is key, and the usefulness of his full-blown tech geekiness. Make sure to listen to the whole show to hear three fantastic, effective, and unique social media tips from Phil.  Find out more about Phil and BambooHR Hit Phil up on LinkedIn Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

This show is one you cannot miss. Grab a pen and paper as Susanna and Gina answer questions from listeners of the show. She and Gina start out with a conversation about the frustrations of sales managers and team members. They talk about the difference between managers and leaders, the importance of communication and expectations, value statements, managing up, and the two sides of micro-management. They continue on with another listener question about how to get teams to participate more in meetings. Both Gina and Susanna offer insights and tips that could completely change how you approach these often uncomfortable or unproductive gatherings. Next up is a question about when a negative member of team begins to drag down the group. It takes strong leadership, courage, empathy and building trust with the team to help resolve the problem. It's an episode that is incredibly valuable for both managers, and those being managed.   Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.  

Are you fungible? Would you like to hear about the constellation theory? Then get ready for today's very special guest, Camille Clemons, Executive Director of Business Development at Cohen & Company. Camille talks about the power of a network. The home network; the business network, and how you can cross-utilize the skills you learn in all parts of your life. She discusses the perfection we see every day on social media, but reminds us that there are two sides. We all have difficult times, but making things right for our job, our clients, and our family takes hard work. It takes trusting yourself, and being confident in the fact that you can deliver on your skills and what you were hired for. Gina, Susanna and Camille delve into sales styles, and how Camille uses a strategy of working backwards from the problem to the solution which engenders trust and loyalty, and brings clients back again and again. Don't miss this incredibly insightful episode. Find out more about Camille and Cohen & Company   Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Finding the successful balance between framework/process and personalization/ spontaneity. It's about creating a connection, because so often it's not what's in the proposal, it's how it's presented. The ability to pivot is well... pivotal. Getting stuck in pre-determined plan can be a road to failure. Gina and Susanna discuss how stress is a major creativity killer, and how to discover methods and moments that unlock your creative side. Also hear some inside stories from Gina's new Creative Selling course, why allowing yourself to be bored is a good thing, and Susanna explains why it can be so difficult for people to get out of their head, and put creativity in the forefront of their selling. Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Like Gina and Susanna, today's guest was a student of the arts. Christina Brady, speaker, executive coach, and Chief Strategy Officer at Sales Assembly, had her sights set on Broadway or a hit sitcom. But life had other plans, and tragedy struck. When the waves of loss and grief come, you can find yourself getting pulled under, or summon all your strength and resolve to rise to the top, and that's just what she did. The conversation gets deep when discussing the failure of organizations and people to fully understand the toll and timeline of grief, and the inadequacies of dealing with mental health. Christina talks in depth about how she and Sales Assembly help businesses to scale through support, training, focused onboarding, and detailed and intelligent methodology. She strives to help those in the tech world to have the resources and support that she wishes she had when she was in their position. Learn more about Christina and Sales Assembly Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

This podcast is known for having some of the biggest names in sales and business in America. But today we are going global and welcoming the biggest name in customer service in the UK to the show. Geoff Ramm, keynote speaker, creator and author of 'Celebrity Service' and 'OMG Marketing,' joins Gina and Susanna for this can't miss episode. Hailed by Forbes as "A Game Changer," Geoff brings his insights, expertise, and disarming British wit to The Women Your Mother Warned You About. Geoff asks you to imagine a simple scenario... What if Adele or Beyonce walked into your business or asked for your services? How would they be treated? What lengths would you go to make them happy with their experience? It creates a new perspective on how you operate day to day. Geoff also discusses how companies aren't investing in getting people motived, how process kills service, and cost vs. investment. He gives unique ideas, tips and advice from the unorthodox to the simple and effective. Geoff also explains how great customer service is common sense, but not common practice. Listen as he proposes one simple question that you, your organization, or leadership can ask themselves that will open a whole new outlook on the priority of customer service.   Learn more about Geoff Ramm Check out over a hundred free videos on Geoff's Youtube channel  Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Usually Gina is the one getting answers, advice and tips from sales leaders and coaches. Today the tables turn a bit, and Susanna will get Gina to reveal all sorts of knowledge and experience from her many years of sales and coaching. Susanna digs deep and gets some very candid and personal answers. Really it's about self-discovery, self-acceptance, self-improvement, and knowing you're not going to be everyone's cup of tea. They delve into motivation, and personal history that shapes so much of our personal and professional actions. You'll hear a very curious Susanna and a softer, more introspective Gina. Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.  

Today's guest Jordana Zeldin is a believer in practice. Gina is a believer in improv. Put them together and you get a honed, yet human sales process. Jordana is Founder and Sales Coach at Spriing Training, and Co-Founder of The Practice Lab. She, Gina and Susanna have a fun, rousing, and introspective conversation about when failing is a good thing, cultivating curiosity, letting your team see you suck, the timing and flow of your questions, the magic of meditation, digging deep into discovery, how to be yourself with a framework, putting the "play" back in roleplay, and why Susanna is a creepy stalker.  Learn more about Jordana and Spriing Training Learn more about The Practice Lab  Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.  

The 'Great Resignation' is not the whole story. The truth is that many people are changing jobs for more money, better management, or improved work-life balance. Both individuals and companies often think they can do this themselves, but the truth is that a recruiter is the best option.  Susanna Gray-Jones, Master Sales Trainer with Sales Gravy, sales recruiter, and possible co-host of the show discusses the finer points of the recruiting process with Gina. Let's face it - sales organizations are bad at recruiting. They don't know the right questions to ask and aren't able to find the talent that will be right for them. Susanna explains that recruiter is much more than a match maker, they are a consultant. And someone that is in the trenches every day has the ability to provide the best candidate for businesses and the best opportunities for those seeking a job change.  Susanna gives some insider tips for salespeople that are searching for a new opportunity, the number one question to ask during an interview, and Gina reveals some of her sales recruiting hacks. This episode is rich with insight and information for anyone pondering a change.  Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Gina is ringing in 2022r with a very special guest, Susanna Gray-Jones, Master Trainer and Sales Coach with Sales Gravy. Susanna also lives in London and of course has a fabulous accent! This kicks off the conversation about the difference between cultural, social and professional norms between the US and the UK, and beyond. They discuss these different qualities and how important it is to adapt and understand prospects and clients that you may work with internationally. They also talk New Year's resolutions, rethinking your scheduling, being a good partner, Downton Abbey, a sneak peak at one of Gina's upcoming projects, and a description of the elusive "Relaxing Gina." Find out more about Susanna  Come and grow with Sales Gravy   More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

ATTENTION!! Keith Walters is back in the studio today! Gina welcomes her old friend back to the show, and they don't miss a beat. They take a look back on what they've learned from 2021 and how to make important changes for 2022. They discuss company culture, lessons from companies thriving during Covid, virtual selling, being camera ready, setting expectations, excuse making, sales technology, leadership transparency, selling from price lists, and Gina messing with telemarketers.  Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™ 

Happy Holidays everyone! The Women Your Mother Warned You About have been thinking of a gift to give you, and the choice was obvious - the gift of great advice. You can sit back and let the wisdom sink in, or sit up and take notes. But either way, you get the best advice, from the best salespeople, coaches, authors, and speakers that have been on the show over the last year. Hear from Anthony Iannarino, Andrea Waltz, Victor Antonio, Kendra Lee, Mark Hunter, Jeb Blount, and many more.  We'll see you in the new year! Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Rachel Rachel Pitts is a mom, Master Sales Trainer at Sales Gravy, and the creator of the UltraFitLifestyle. Her first love and career was in the field of dance. Her extensive career across stage, TV, and film carries on even today, as Rachel still enjoys teaching ballet at Litchfield Dance Arts Academy. She also uses her skills as a performer in her parody video series, calling herself The Singing Lender. Rachel’s love of the stage and fitness led her to begin training for and competing in NPC Bikini Fitness competitions in 2020. Working towards her Pro Card, this process has helped Rachel take the UltraFitLifestyle to the next level. And pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™ 

Today's show is incredibly entertaining and high energy. Sales trainer, keynote speaker, best-selling author, and Gina's girl crush, Shari Levitin is here. The two begin with the subject of how our work lives have changed. It's a new hybrid workforce, a gig economy and people are choosing happiness and flexibility over traditional office jobs and working themselves to death. The workforce has arrived there, now it's time for leadership to catch up and learn how to lead in this new environment. Shari also talks about sane scheduling, and making time for your life and family. She delves into the difficulty for salespeople to balance empathy and courage, how to recognize and rid yourself of bad prospects, compliance vs. commitment, the truth about objections, and how to create real urgency. Ok, that's just a small part of it. There is SO much more to absorb from this incredible episode.  PLUS!! Listen for your chance to win free gifts from Shari! Find out more about Shari Levitin    Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Rachel Rachel Pitts is a mom, Master Sales Trainer at Sales Gravy, and the creator of the UltraFitLifestyle. Her first love and career was in the field of dance. Her extensive career across stage, TV, and film carries on even today, as Rachel still enjoys teaching ballet at Litchfield Dance Arts Academy. She also uses her skills as a performer in her parody video series, calling herself The Singing Lender. Rachel’s love of the stage and fitness led her to begin training for and competing in NPC Bikini Fitness competitions in 2020. Working towards her Pro Card, this process has helped Rachel take the UltraFitLifestyle to the next level. And pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™ 

Today Gina is reaching out just beyond the boundaries of traditional sales, welcoming Sara Frandina, Conversion Copywriter at Sara Frandina Strategies to the show, to bring you powerful information that you can use. . Her passion is creating copy that delivers messages that will guide people to take intentional action. Prospects, clients, customers all need to make decisions, and she thrives on creating the content that impacts people positively, in order for them to make the best choice. Her strategies are full of lessons for salespeople and entrepreneurs. Sara is able to work mostly with repeat customers and referrals because she studies the results of each prior project and improves her craft. She also discusses creating the best prospecting list, how to chart each prospect to know which step to take next, establishing authority and trust, how to warm up a client with micro-commitments in order to more easily make bigger asks down the line, and determining if less truly is more. PLUS! Listen to Sara's insights on how to create good email sequences focused toward a specific goal. Want to optimize your conversions? Find out more about Sara   Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Rachel Rachel Pitts is a mom, Master Sales Trainer at Sales Gravy, and the creator of the UltraFitLifestyle. Her first love and career was in the field of dance. Her extensive career across stage, TV, and film carries on even today, as Rachel still enjoys teaching ballet at Litchfield Dance Arts Academy. She also uses her skills as a performer in her parody video series, calling herself The Singing Lender. Rachel’s love of the stage and fitness led her to begin training for and competing in NPC Bikini Fitness competitions in 2020. Working towards her Pro Card, this process has helped Rachel take the UltraFitLifestyle to the next level. And pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™ 

What can we learn from a child? (Other than the fact that Gina has a course at Sales Gravy called Selling Like a Child). Today Gina and Rachel talk about the experiences from their childhood. The enthusiasm, frustration, passion, disappointment, wonder, failure, dreaming big, persistence, ingenuity, and new ideas. Just think about how that reflects the positive and negative paths in sales. Maybe there is still a child within us all, and that get what they want. Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Rachel Rachel Pitts is a mom, Master Sales Trainer at Sales Gravy, and the creator of the UltraFitLifestyle. Her first love and career was in the field of dance. Her extensive career across stage, TV, and film carries on even today, as Rachel still enjoys teaching ballet at Litchfield Dance Arts Academy. She also uses her skills as a performer in her parody video series, calling herself The Singing Lender. Rachel’s love of the stage and fitness led her to begin training for and competing in NPC Bikini Fitness competitions in 2020. Working towards her Pro Card, this process has helped Rachel take the UltraFitLifestyle to the next level. And pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™ 

You might want to grab a basket to gather up all the great nuggets of wisdom that today’s guest is putting out, from the beginning to end of the show. Samantha McKenna is the founder of @samsales, LinkedIn Expert, Keynote speaker and is a top 10 LinkedIn Sales Star of 2020. She talks about #samsales and what they provide to organizations from start-ups to Enterprise companies. Sales training, consulting, social selling, email marketing, with focuses on the foundation of sales, executive leadership, negotiations and much more.  The conversation is fast, funny with a touch of crass, which makes Sam the perfect guest for Gina and Rachel. They dive into a wide range of topics like LinkedIn Sales Navigator, how to surprise and delight your customers, the importance of having people to help you, Red Lobster, pineapples, and speeding tickets. Find out more about Sam and #samsales More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Rachel Rachel Pitts is a mom, Master Sales Trainer at Sales Gravy, and the creator of the UltraFitLifestyle. Her first love and career was in the field of dance. Her extensive career across stage, TV, and film carries on even today, as Rachel still enjoys teaching ballet at Litchfield Dance Arts Academy. She also uses her skills as a performer in her parody video series, calling herself The Singing Lender. Rachel’s love of the stage and fitness led her to begin training for and competing in NPC Bikini Fitness competitions in 2020. Working towards her Pro Card, this process has helped Rachel take the UltraFitLifestyle to the next level. And pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™ 

Meet Branden Lanette, The Women's Mindset Coach and author of the amazing new book, 'Once Upon a Time Bitches.' She joins Gina for a can't miss episode. Branden knew many successful women at the top of their game, who just weren’t happy. With that realization, she set out on a long and often difficult journey. Her now very distinctive brand was built out of decade of rejection. With a passion for writing and a vision to help women in business, she kept pushing until finally landing a two book deal. Now she’s onto book number five and running a thriving mindset coaching business. Branden talks with Gina about her path as an author and coach, how anybody can be somebody, how a book is like a baby, the smart way to scale, and an ultimatum that backfired. They continue with some very deep conversation on relationships, self-worth, and finding balance. It’s an amazingly inspiring episode about not giving up on that part of you that keeps you alive and gives you purpose, and how embracing who you are doesn’t mean sacrificing accomplishment. Listen now and thank us later. Learn more about Branden Get her books here More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Rachel Rachel Pitts is a mom, Master Sales Trainer at Sales Gravy, and the creator of the UltraFitLifestyle. Her first love and career was in the field of dance. Her extensive career across stage, TV, and film carries on even today, as Rachel still enjoys teaching ballet at Litchfield Dance Arts Academy. She also uses her skills as a performer in her parody video series, calling herself The Singing Lender. Rachel’s love of the stage and fitness led her to begin training for and competing in NPC Bikini Fitness competitions in 2020. Working towards her Pro Card, this process has helped Rachel take the UltraFitLifestyle to the next level. And pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™ 

As Gina and Rachel both take on new and increased amounts of responsibilities, they could very well get worn down. But today they talk about ways to grow when you hit the inevitable failures that come with new ventures. It's true that we learn from wins, as it can set out a road map for succeeding the next time around. But often the losses are where the real lessons come. The lasting lessons. But don’t get ahead of yourself. Gina reminds us that you have to make the time to actually learn from it. Sometimes we’re so busy running from one thing to the next, the lessons that are sitting there, get passed by. Rachel talks about how to turn defeats into introspection for improvement the future, and not to go outward and shift blame to those around us. PLUS! Make sure you listen to Gina’s advice on how to keep a certain thing from biting you in the ass. More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Rachel Rachel Pitts is a mom, Master Sales Trainer at Sales Gravy, and the creator of the UltraFitLifestyle. Her first love and career was in the field of dance. Her extensive career across stage, TV, and film carries on even today, as Rachel still enjoys teaching ballet at Litchfield Dance Arts Academy. She also uses her skills as a performer in her parody video series, calling herself The Singing Lender. Rachel’s love of the stage and fitness led her to begin training for and competing in NPC Bikini Fitness competitions in 2020. Working towards her Pro Card, this process has helped Rachel take the UltraFitLifestyle to the next level. And pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™   

In sales, we are always looking to impart wisdom and lessons from other areas. Well today is one of those days. Gina welcomes Julia Meadows, director of Sales Growth and Enablement at Bloomerang. They make database and client relationships more organized, useful and manageable so employees can focus on the important work of engaging donors and refining their fundraising efforts. Gina and Julia discuss Bloomerang’s strategic software and the key similarities between non-profits and sales. The biggest one being, that a fundraiser's power lies in relaying compelling stories and selling a vision to their prospective donors. They delve into the subtle differences between the two, in cultivating connections and the importance of follow up, and how sales professionals can take valuable lessons from it.   PLUS! Hear about Gina’s new Selling With Stories course at Sales Gravy. Learn more about Julia and Bloomerang More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Rachel Rachel Pitts is a mom, Master Sales Trainer at Sales Gravy, and the creator of the UltraFitLifestyle. Her first love and career was in the field of dance. Her extensive career across stage, TV, and film carries on even today, as Rachel still enjoys teaching ballet at Litchfield Dance Arts Academy. She also uses her skills as a performer in her parody video series, calling herself The Singing Lender. Rachel’s love of the stage and fitness led her to begin training for and competing in NPC Bikini Fitness competitions in 2020. Working towards her Pro Card, this process has helped Rachel take the UltraFitLifestyle to the next level. And pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™ 

There are so many in leadership positions that just don't know, and haven't been taught how to lead. Today's guest knows a thing or two about this subject. Mary C. Kelly, PhD is the CEO of Productive Leaders, a leadership development group that improves profit growth and productivity. She is a best-selling author and keynote speaker and was a graduate of the US Naval Academy in Annapolis, MD where she trained over 100,000 military and civilian personnel all over the world in her 21-year active duty career. She also taught at the US Naval Academy, and the US Air Force Academy.  So you might want to listen extra carefully to what she has to say. She talks with Gina and Rachel about how to be the person with solutions, the importance of personal control, knowing that you lead individuals that can't be lumped into one style, and how to set people up for success.  Dr. Kelly also reveals her two most important characteristics of a productive leader.  PLUS! Listen and hear how to score Dr. Kelly's secret weapon for coaching for free! Learn more about Productive Leaders Join our exclusive fan community, Warner World, for more Gina, Rachel and Women Your Mother Warned You About More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Rachel Rachel Pitts is a mom, Master Sales Trainer at Sales Gravy, and the creator of the UltraFitLifestyle. Her first love and career was in the field of dance. Her extensive career across stage, TV, and film carries on even today, as Rachel still enjoys teaching ballet at Litchfield Dance Arts Academy. She also uses her skills as a performer in her parody video series, calling herself The Singing Lender. Rachel’s love of the stage and fitness led her to begin training for and competing in NPC Bikini Fitness competitions in 2020. Working towards her Pro Card, this process has helped Rachel take the UltraFitLifestyle to the next level. And pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™   

Today the Women Your Mother Warned You About welcomes a guest that was so impactful the first time she was on, that they had to have her back. Justine Sones is a writer, stress management, and self-care coach. Her focus today is on boundaries, and getting away from constant people pleasing and becoming overwhelmed.  One main misconception is that establishing boundaries means you are putting up a wall. But Justine explains how appropriate boundaries are about give and take and letting in what is good and beneficial to you. It begins with truly knowing yourself and your feelings, and how to balance those with external expectations. She explains not just how to set healthy boundaries but to be connected and aware enough to respect them from others. Gina brings each lesson home to how it will benefit you in sales. How being vulnerable helps us to crack the most resistant buyers, how people pleasing may lead you to give too much away at the table, the ability to find a middle ground where both parties are happy, and the importance of the long game. Listen to her tips on how to start in on the process and move toward a personal and professional life with more confidence and more purpose, while being more true to yourself. Find out more about Justine here And more about her excellent weekly email list The Friday Feels Join our exclusive fan community, Warner World, for more Gina, Rachel and Women Your Mother Warned You About More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Rachel Rachel Pitts is a mom, Master Sales Trainer at Sales Gravy, and the creator of the UltraFitLifestyle. Her first love and career was in the field of dance. Her extensive career across stage, TV, and film carries on even today, as Rachel still enjoys teaching ballet at Litchfield Dance Arts Academy. She also uses her skills as a performer in her parody video series, calling herself The Singing Lender. Rachel’s love of the stage and fitness led her to begin training for and competing in NPC Bikini Fitness competitions in 2020. Working towards her Pro Card, this process has helped Rachel take the UltraFitLifestyle to the next level. And pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™   

Do you use LinkedIn? Yes? Ok, then you need to listen to this episode. Brynne Tillman, CEO of Social Sales Link, joins the show. A self-described “recovering sales trainer,” who found a new path with a powerful tool – LinkedIn. She saw the ability to be able to build relationships at scale. She talks with Rachel, a new convert to the site, about just how powerful it can be for sales professionals. They delve into LinkedIn etiquette, how to start a conversation, how to be a resource, why to slow down outreach to speed up the outcome, and how to create curiosity, rapport and trust. This is where relationships are built, and you suddenly have people excited about speaking to you, instead of being annoyed by cut and paste messages that hit their inbox. Listen to hear Brynne tell about her 5 step framework for success on LinkedIn. And her number 1 tip. Find out more about Social Sales Link Find Brynne on LinkedIn Join our exclusive fan community, Warner World, for more Gina, Rachel and Women Your Mother Warned You About More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Rachel Rachel Pitts is a mom, Master Sales Trainer at Sales Gravy, and the creator of the UltraFitLifestyle. Her first love and career was in the field of dance. Her extensive career across stage, TV, and film carries on even today, as Rachel still enjoys teaching ballet at Litchfield Dance Arts Academy. She also uses her skills as a performer in her parody video series, calling herself The Singing Lender. Rachel’s love of the stage and fitness led her to begin training for and competing in NPC Bikini Fitness competitions in 2020. Working towards her Pro Card, this process has helped Rachel take the UltraFitLifestyle to the next level. And pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™   

There is a dichotomy in sales right now. Newer salespeople are less likely to use the phone as their main form of communication, yet after almost two years of living remotely, there is a hunger for real conversation. There just happens to be an ideal guest to delve into the intricacies of "Smart Calling." In fact today's guest has a best-selling book of the same name. Art Sobczak, prospecting and inside sales trainer, keynote speaker and award-winning author joins the show.  Gina, Rachel and Art have a wonderful, no-nonsense discussion about effective sales calling. Art is a master at teaching how to be both completely prepared and be natural and your true self. The group also talks about how to not get caught off guard, turning scripts into conversations, the stories we tell ourselves, the power of letting people talk, relentless practice, and just loads of practical advise on redefining your sales call skills.  Learn more about Art Sobczak here and connect here Join our exclusive fan community, Warner World, for more Gina, Rachel and Women Your Mother Warned You About More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Rachel Rachel Pitts is a mom, Master Sales Trainer at Sales Gravy, and the creator of the UltraFitLifestyle. Her first love and career was in the field of dance. Her extensive career across stage, TV, and film carries on even today, as Rachel still enjoys teaching ballet at Litchfield Dance Arts Academy. She also uses her skills as a performer in her parody video series, calling herself The Singing Lender. Rachel’s love of the stage and fitness led her to begin training for and competing in NPC Bikini Fitness competitions in 2020. Working towards her Pro Card, this process has helped Rachel take the UltraFitLifestyle to the next level. And pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™